5 of the easiest ways to become a better salesperson
And the beauty is, they are all in your control.....
1 Make one more prospecting phone call in the last 10 minutes of your day
That's close to 250 extra calls per year
The end of a day has been shown to be an effective time to prospect
Surely that will yield a handful of new conversations and lead you to new pieces of business
2 Before each meeting, in 15 words or less, write down what success looks like in that meeting
Setting a focused, concise objective allows you to gain clarity on what you hope to achieve
Make sure there is a degree of measurability to the objective
To propose my recommendation and get my client's verbal agreement
3 Set up a bi-weekly 30-minute meeting with your leader (or a colleague) to work on a specific sales skill
This is a specific block of time to work on skills such as asking great questions, role-playing the opening of a cold call, asking for a sale
You choose the skill and talk through scenarios
I'd advise a short role play each time to get constructive feedback
4 Write out the top 5 objections you are likely to hear from clients
Most salespeople hear a list of few objections repeatedly
Put them down on paper, draft up a response and then practice your response to them
When they happen for real, you'll be far better prepared
5 Always have a call-to-action
In every client meeting, never finish it until you have provided your client a clear call-to-action
Whether it's to ask for the next meeting, ask for business, ask for access to a decision maker
Respectfully request something of your client - and of course, ensure the trade-off is fair to the client
There are many more 'small' things you can do to become more effective at your selling craft
Find incrementally easy, low time consuming actions you can take to make yourself better every day
It adds up.
