From Good to Great
Apr 25
In every profession there are people who are good and there are individuals who are great.
Most sales people are good at what they do.
They know their products. They work at developing relationships with their customers and prospects. They ask for the business and they usually deliver what they say they will do. They generate good results and they make a good living.
Great sales people on the other hand make a great living. And like most professions, the difference between their income and that of their “good” colleagues is usually substantial.
I believe that anyone can take their career from good to great if they are willing to do a few things differently and change their mindset. Here are five thoughts to get you started.
Prospecting.
Do you allot a specific amount of time every single week to prospect for new business? Great sales people don’t wait for business to come to them; they aggressively get out and pursue it. Also, are you extremely clear on who is your ideal customer and prospect and how to target them?
Questioning skills.
Great sales people know how to ask great questions. They don’t ask weak, feeble questions. They are comfortable taking the time to ask these questions and don’t feel pressured to rush through the sales process in order to “get to the close.”
Focus.
Focus your attention on working with high value prospect and customers instead of chasing every lead that comes your way. Separate your existing customer base into A, B and C accounts and focus your attention on your top accounts. Focus also means being able to concentrate on doing the important tasks instead of being distracted by urgent or enjoyable work.
Self-improvement.
Most of the top performers I know invest heavily in their own self-development. They read books, listen to audio programs, they attend conferences and training programs even if the company doesn’t reimburse them for the expense.
Sales presentations.
Great sales people deliver great sales presentations. I recommend that you ask a top performer in your company if you can sit in on one of their presentations to see how their approach differs from yours. Then, incorporate what you see into your own presentations.
Anyone can go from good to great…if they are willing to change their approach. Are you prepared to do that?
Want to take your sales team from good to great?
Call me and we can discuss the best approach to take. 905-633-7750. Kelley@Fearless-Selling.ca.
Well Said Kelley. You hit the nails squarely on the head. If I may be so bold as to add one more? Everyone we meet has something they can teach us. The first step to achieving something great is recognizing that we aren’t but are willing to learn from those who are.
Awesome addition Dan, thanks for commenting!