So, you
have decided to pursue a career in sales yet realized there are many obstacles
in the way of your success: rejection, lack of a support network, lack of
confidence, lack of motivation and so on. Maybe your clients do not understand
the real value that you are providing them through your products and services.
These are common and valid challenges but must be ignored if you are willing to
accomplish your sales goals. Start by making a commitment to becoming a sales
superstar. Prioritize! First, ask yourself, why do you want to be a sales
superstar? You may have reasons such as you want to gain financial freedom,
provide security for your family, pay off all your debt or just provide value
to others. Use your reasons to motivate yourself every day. Secondly, make sure
nothing gets in the way of your commitment. Make a list of daily affirmations.
For
example:
- Every morning wake up and
remind yourself why you are in the sales and marketing business. Give
yourself affirmations, purpose and vision.
- Make a list of goals you
will accomplish for the day. Perhaps your daily goal is making phone calls
to prospects on your list or educating yourself on the products/services
you offer.
- Prospect every day! Know
your target market. Outline the perfect customer on a piece of paper in
full detail. Find out how to reach them and get to work
Determining
your "Why" is the most important factor between your success and
failure. Your why will be your motivator as you come across barriers. Whether
you plan to send emails, cold call, utilize internet marketing, contact
referrals or direct mail, do this every day. Whatever the task may be, stay
genuinely interested in the client. This can be frustrating especially if you
are on the 40th phone call and still no appointment has been set. It is
possible that the 41st phone call can sound like a desperate salesperson. Do
your best to keep this from happening. Understand today’s market is fast and
most people miss opportunities simply by not listening. This happens with both
buyers and sellers. Treat every client differently understanding they need
solutions to their problems.
How do
you know what your client is going through? Ask questions. Plan and prepare to
ask at least 5 questions to your client. While the client is answering your
questions, do not listen with the intent to respond; listen to understand what
will truly help them. Through listening and understanding, the client will tell
you their need.
In all
your efforts, realize there will be people who are judgmental and sceptical of
what you do. You will have bad days with a client and will be judged when at
your lowest. The best solution to this problem is to raise the bar and remain
proactive, confident and professional. Stay persistent at what you are doing
and one day you will realize it becomes a part of you. The more value you
intend to put out and the more positive energy you keep flowing within, you
will attract likewise. Becoming a sales superstar takes time because it
requires a total transformation of the seller. Once you master the mind-set,
clients will soon fall into your lap.
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