Morning!

I’m about to run out to watch my son’s soccer game but wanted to get you today’s blog post I promised you yesterday.

Enjoy!

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SELL MORE NOW, SELL MORE LATER!
5 Tips for Continued Sales Success.

Are you a good salesperson? (hint: most of us think we are)

So why are you constantly trying to sell more than yesterday? Last week? Last year? WE ALWAYS WANT MORE! But if we’re so good at it, why is “status quo” not good enough. How do we constantly improve? That’s the tricky part of sales. No matter how big a hero you are today, tomorrow you have exactly zero sales until you close another one.

Square one, right?

It’s the best and worst thing about sales. Square one. It’s the best in that you can determine your own outcomes by working backwards from the goal to the activity needed to attain it….and it’s the worst because yesterday is gone, and if today doesn’t go as well, you fall short of the mark. Starting from zero gets old after a while.

So we want to improve. Our company, manager, training team….they all want us to improve. We go through training classes, read books, study under leading reps in our department. It’s a lot to process. But when it crunch time rolls around, it’s just you and a client more often than not.

So with all of this information, how do we ever fail? Complacency. Boredom. Routine. After a while it’s easy to no longer Serve the client or customer, but Sell them the same way you try to sell everyone. Mistake. Each client is different. Each scenario is unique. Each close is singular. (Are you closing every time?)

Here’s a short list of to-do’s for anyone wanting to consistently attain MORE NEW SALES….

1.      SERVE customers – find out what they really want/need. No matter what you sell, the customer needs to know you want to serve them. You want to make their life easier, better, more productive or enjoyable. It’s not about your sale, or your commission. That’s just the side benefit for you. It’s about THEM.

2.      Be the Expert! – Do you know more about your product/service than anyone else they’ll talk to? You’d better. You don’t want to lose a sale over something you have complete control over. Knowledge is power.

3.      Make the decision – Once you’ve agreed on what is needed, if they won’t decide, decide for them! Be confident. After all, you’re the expert, right? If they’ve agreed to the need, write it up and make them tell you no!

4.      Close with Confidence – You have to close the sale. Some fish might jump up into your boat, but most need to be hooked. If you’re not closing, you’re letting sales go. Every single day. If you’ve done your job, you deserve to close. What if you are competing with XYZ company? Both options will work for the client, but you passively say “Let me know if this will work for you.”…a very soft close, if one at all, implying future decisions. XYZ rep says “It sounds like we’ve found what you are looking for. I can have your product/service delivered/installed/completed by next Tuesday. I’ll begin the necessary arrangements.” You just lost a sale. Don’t be afraid of “No”…it’s just another opportunity to SERVE!

5.      SERVE customers – wait…we did this one…oh but there’s more. Curtain number 3, Jonny…after the sale. Continue to serve and you’ll grow the relationship and further your career through repeat business and referrals. Keep serving. Even and especially after you’ve been paid. It’ll pay you more in the long run.

So what are you waiting for? Don’t you have customers you need to SERVE? Sales to CLOSE? DECISIONS to make? Reach out to your clients and potential clients. Make more money! More New Sales!

Kick butt, make mucho “DEE-nero!”

Dave Dee

P.S. For more information on how to continually get MORE NEW SALES, visit  my new websote and read about my 12 week MORE NEW SALES training course at http://www.salesmagicscert.com.  It is super inexpensive and comes with the best guarantee on the planet.  Most importantly, it will put more money in your pocket.