Dec

The Difference Between Sales Success and Failure

By 864

Last week, I asked the question, “Is the sales mindset shifting?”

I want you to know exactly where I stand.

Selling is about being tough, confident, smart, adaptable, competitive, strategic, active, compelling, aggressive, professionally persistent, solution oriented, and slightly empathetic… It’s about hunting, and it’s about closing! If anyone is hoping to hear about a warm, fuzzy, cozy, softy approach to sales… it won’t come from me.

Sales people who win focus on…

Cold Calling – This is the toughest part of sales. 1st priority… “opening the call”. Get that right and you will win!
Emailing – Keep it short, sweet, and compelling.
Follow Up – Provide a continuous flow of updates, new information, ideas, and solutions!
Building Rapport – Making a connection, building trust
Uncovering Needs – Asking great questions
Applying Solutions – Matching appropriate products and services, building value
Overcoming Objections – Understanding the real issues and easing prospect concerns
Closing – Think like a bulldog… act like a kitten… get the deal!

Sales people who fail focus on…

Not Being Intrusive - Don’t worry about being intrusive. You’re either going to get the deal or you’re not. Make yourself a priority!
Waiting to Hear Back - The top performer you are competing against isn’t “waiting to hear back.”
Ratio of Calls to Appointments – If you are focused on ratios and percentages… you will lose. To win, focus on volume and “end result” goals!
Networking Events – Please stop inviting me to these… they are a waste of time!
Keeping Things Tidy – Is it just me, or do non-performers have the cleanest desks?
Too Much Empathy – Sales people with high empathy don’t succeed.
Research – Your best research and fact finding happens while sitting in front of your prospect.
Being Perfect - You don’t have to be perfect, you just have to win!