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1. ROLE PLAY. Even the best in any sport or discipline maintain that level by constant training and repetition. In order to have the highest level of confidence possible, and in order to be able to focus on the prospect, you have to internalize the process.
2. OPEN AN OUTSIDE MARKET. Become an expert in an industry or discipline that no one in your office serves. By doing so, you will develop new market share and you may become the go-to person in that new industry.
3. ATTEND A.U. (AUTO UNIVERSITY). Listen to audio cd’s as you go from place to place. Focus on motivational material, success stories and on material that teaches.
4. START AND FINISH YOUR DAY IN AN OFFICE OR LOCATION AWAY FROM HOME. This one's for those who work out of your home. Avoid getting up late and calling it a day early by removing yourself from that environment. The best way to do that is to schedule yourself with early- morning and end-of-day appointments by presenting to prospects or servicing existing customers.
5. WRITE AND SEND THANK YOU NOTES. Doing that after setting an appointment, after making a presentation and (if not immediately) after making a sale sets you apart as a consummate professional. I can't count the number of times I've arrived for a presentation or a service call and saw my handwritten notes adorning their desk, computer or bulletin board.
6. FOCUS ON GIVING. When forming a new relationship, presenting to a prospect or speaking with a client, understand you have to address the W.I.I.F.M. Factor (what's in it for me?). Remove the thought of making the sales or what it will mean to you in the form of income/commissions and focus on becoming a partner. By doing so, you will earn the right to get their business.
7. KEEP MOVING FORWARD. Forget the last call that didn't go so well. Forget about yesterday. Forget about your failures. They only pull you down ... and really have nothing to do with the new opportunity ahead of you. If you find yourself mired in follow ups, stop. Focus in fresh leads and opportunities. When you end the day, clean the slate and plan for the new day.
8. ASK ANOTHER QUESTION. Top sales people ask questions. Much like a 911 operator, stay calm when confronted. Asking questions allows you to re-gain control and gives you time to think strategically.
9. UTILIZE MARKETING CONSISTENTLY. Keep your name out there on an ongoing basis. Over time you will build momentum. I've had situations where people pulled out materials I sent or dropped off years earlier, as they were now in a position to act.
10. MAINTAIN A PROPER MIND SET. Don't assume a sale ... be prepared for anything. Think of yourself as being in demand. By raising your own value, you will exude confidence and more value. Understand the gatekeeper's role (see my recent post on this). And, finally, do what you need to do ... whether you feel like it or not.
There you have it. Simple? You bet! Easy? No. No one ever said it would be easy ... by most agree it will be worth it. Happy selling!
Excerpt from John Patrick’s eBook entitled Sales Tips & Tools, which can be found on Amazon.