OK, want to be involved or already involved in the sales process at your business, and you are, take a moment to clear your mind. I respectfully exclude that sales-masters-of-the-universe who are kicking ass, face no rejection, are fully satisfied with their income, and face no threat to their job security. (I may exclude you, but I sure as hell would like to meet you.)
Sales situations
Now, with your mind cleared, think about the major sales situations you have been involved in that did not go to plan. Think about what happened and how that made you feel: Disappointed? Inferior? Ineffective? Unemployed?
I ask you to revisit these losses because it’s going to help you with this next step: Set aside everything you know and are doing during your sales process. Remember, something in there isn’t working. Imagine it’s the first day of work and you have a fresh start to make your mark and be effective.
Now, imagine a set of rules, there are only six (and some of them you may already be following). Trust these rules, suck them in, keep them front of mind, apply them to each potential client.
6 rules high-revenue salespeople consistently follow
Want why? Because these are the 6 rules high-revenue salespeople consistently follow:
Rule 1: Pull, don’t Push. Adopt the philosophy that whatever you do, make you and your products or services desirable enough to pull potential clients to you rather than push what you sell on them. Match the right product or service strengths to the right people. Help them to imagine life without what you sell and how they will be worse off than with it. Don’t shove it down their throats. That’s what your distracting, less effective, ankle-biting competitors are doing. Flip it around. Think about why you pick up the phone or shop somewhere or buy something online. You’re being sold to, but you’re going to them. Capture that and adapt it.
Rule 2: Listen. When you reach your sales meeting’s destination, and you glance in the rearview mirror of the 1976 Chevy Vega you’re forced to drive because you’re not following these rules, note and remember that you have two ears but one mouth. Let the majority rule and work those ears until they are filled with the information your customers want to share with you. Otherwise, whatever comes out of your mouth may not only not be of interest to them, it might as well be screaming at them in a foreign language they don’t understand because you think that will help.
Rule 3: Ask questions. People buy services or products most often because they feel understood, not because they want to be sold. You can’t presume to know all of their needs and areas of pain. And listening can open up opportunities with them for your products or services that you may not have considered.
Rule 4: Don’t rush. There are few things as irritating to a customer than to make them feel rushed or pressured into a sale. People want and need to make their own decision based on their timeframe, not yours. See Pull vs. Push above.
Rule 5: Understand who you are selling to. Your first role is that of an information gatherer. Anything else is wasting everyone else’s time and money — including yours.
Rule 6: Be polite. Good manners are not out of style. Say please, thank you, and respect that you are using someone’s time. I handwrite thank you notes after every meeting and so should you. Seriously. Do it. Not a word wizard? Here are some to get you started. And don’t use an index card on the back of a takeout menu. Here you go.
Do this. It will matter, and it will make a difference.
Sales and Sales Training Specialist Frank Bastone can be reached at 718 662 8581, or schedule time for a chat here.
