Be Determined
Know the market and the competition. Sharply define your target customer. Research prospects; understand who the decision makers are. Sharpen skills consistently through learning and training. Build a referral network.
Be Patient and Energetic
Listen more than you talk. Ask open ended questions. Be resilient and transparent; be your best enthusiastic and genuine self. Be warm and easy to spend time with. Be tenacious but not overbearing; know when to dig in and pursue and be equally mindful of when to walk away.
Be Focussed
Focus on outcomes and setting realistic expectations. Sell within scope, don't sell the client what they don't need. Be attentive to details, take good notes, and communicate efficiently with both the client and your team. Be methodical about using the CRM; understand how to tightly manage and review the sales process regularly within the CRM system, it helps to move the sale along.
These are areas commonly accepted as something sales people are not good at, I've heard a number of business owners say "Sales people are just no good at the admin stuff." Aim to defy this perception!
Challenge
Learn how to start relationships and ask for commitments. Challenge the clients thinking about their pain points; yes, this really is something they need and want to change. Be strategic; contest what you know about the client’s business and learn more. Contest what you know about your own business – and business in general – and learn more. Challenge your understanding of the products and services you sell, ask hard questions about the customers perception of quality and value. Be an agent of change if it needs improvement.
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