Simple and Effective Sales Advice
Before deciding to create a sales strategy, execute or manage it, we need to become “passionate” about our business again.
The Celtic tiger brought along wealth and goods times for a lot of people. As the tiger left so did some of our passion for success. It is far easier to focus on all the negativity because that’s what we are being bombarded with over and over again.
You may remember in recent years talking with colleagues and friends about your accomplishments, successes, rising property values, “the deal you got over the line” etc.
Nowadays we spend our time talking about unemployment, falling house prices, negative equity etc. Times are different; the aforementioned points are indeed factual however it is not necessary to constantly focus on them.
Now I’m not saying to ignore our economic circumstance. In fact I am saying the opposite. Be acutely aware of it, but don’t solely focus on it.
You must remain absolutely focused on the prize, on what exactly it is you want to achieve.
If you want to take the family away in Summer time then make it happen.
If you want to upgrade your car, then make it happen. It’s not going to happen of its own accord.
These are the 11 principles of each sales strategy ;
1 Sell your product in terms of what the customer wants and needs, not in
terms of what you’ve got to offer.
2 Gather personal information, and use it wisely.
3 If you’re not networking, you are not working. Never stop meeting people
that may be able to help you grow your business.
4 Build Friendships. People want to buy from friends, not salespeople.
5 Establish Common Ground. Find something in common with your prospects
and clients.
6 Exude Confidence. If you aren’t confident in the product or service you
have to offer, why should they be?
7 If they’re talking – you’re winning. Most sales are done when the prospect
does two-thirds of the talking, and you do one-third!
8 Knowledge is Power. Know your product well enough to sell it to someone
walking down the street. However, know that selling is 80% attitude and
20% aptitude. You can know all the intricacies of a product, but if you don’t
have the right attitude to sell it, your product knowledge is worthless.
9 Have fun and be funny. Have fun selling. The more prospects laugh, the
more they tend to buy.
10 Don’t ever get caught selling. If you sound like a salesperson you will be
thought of as one, and we all know what its like to be sold.
11 Most importantly-Be a good person. Be fair and honest.
The Sales Academy provides the infrastructure for our clients to outsource all/ part of their sales function. They are a highly focused results driven business development organisation.
A recession brings incredible change. With incredible change comes incredible opportunity.
So don’t hesitate to pick up the phone and call Bob with thoughts, comments or indeed questions.
Bob Flynn, Director, Sales Academy
Tel: 01 414 6738 Email: bob@salesacademy.ie