These world class challenges are met and won by world class salespeople. The world of sales is always on the move, an ever-changing process. The one thing that helps a salesperson hold his own against the odds and shove past his competitors is his goodwill. You are known by the prospects you maintain and how you churn them for superior benefits! The trick of the trade lies in finding new consumers. A task easier said and seldom done!
A professional sales training teaches you how to generate new business and follow up with prospects.
1.
Prospecting for new business is like working out
Regularity is the name of the game. Whether exercising or prospecting, routine bears long-lasting results. A professional salesperson prospects daily. He religiously takes time out for prospecting activities like phone calls, emails etc. A professional sales training helps you develop loyalty towards your work and treat no activity as small.
REMEMBER: clients have a short memory span. You have to be in touch constantly else you blink and miss.
2.
If you are organized it shows
A well-maintained computerized contact system, updated regularly eases the pain of sorting later. A professional sales training programme helps you learn the importance of being organized
3.
Preparation is better than cure in this case
Your gift of the gab will get you zinch if you fail to carve a niche as a seller with the client, in the first call. A well rehearsed script can come to your rescue. Practice, rehearse and deliver!
P.S. Avoid the temptation to sell over the phone. Your objective is to gather information and make the appointment.
4.
The contact is not your best friend
When working with a new prospect, it is advisable to follow up with an instant contact. A professional sales training teaches that no matter how interested a prospect might appear, don’t wait for them to call you. You are only one of the many competing for your prospect’s time and money.
5.
Count on YOUR strengths
What is the easiest way to make yourself look good? Make your competitor appear bad. Only that this will ruin your image in front of the client. Comparisons are but natural but bad-mouthing and natural attacks are a strict no-no. Professional sales training tells you how to make yourself appear superior to your competitor without tarnishing his image.
6.
Don’t take rejection to heart
If rejection is taken to heart, it shows your inability to move on. Rejection is not failure it only means you left a few threads unattended. As a professional baseball player, if you can average four hits out of ten times you are heading for the Hall of Fame. Research indicates that in sales you can expect your prospect to say NO five times before buying.
Prospecting for a new business is a mind-game more than anything else. Understand the client, his needs and motives and for that you need to keep up with him.
Tim Williams founded Deakon in 2004 to provide Sales Training and Sales Training Courses in Melbourne, Sydney and Brisbane. His Sales Course, Fear – The Art of Selling differs to other Sales Courses as it focuses on hunting, developing and closing new business.