Getting Ready to Sell

[tconnor]

Sales Tips #257
Getting Ready to Sell

Selling today is easier in many ways, but it is also more difficult in other ways.

It is easier because of the internet, globalization, improved customer education and sophistication, better quality products and services, improved organizational management and increased selling skills training.

It is more difficult because of the internet, globalization, improved customer education and sophistication, increased consumer choices, organizational down-sizing or restructuring, reduced layers of decision makers, time compression, organization turnover, and product life-cycles.

See any similarities between the two above definitions?

So, how is the salesperson of today to survive, succeed or even excel in a changing and dynamic marketplace? There are a number of actions that can and should be undertaken. I would like to summarize just a few of them.

You need to:

1. Develop positive sales rituals.
2. Develop emotional/psychological anchors that keep you focused.
3. Read some self-help material every day.
4. Study the competition.
5. Know your own products and services better than anyone.
6. Manage your time and territory effectively.
7. Maintain balance in your life.
8. Maintain your sales training either through your organization or on your own.
9. Develop career advocates.
10. Become a positive resource for your prospects and clients.
11. Keep asking yourself: how can I do it better or more effectively?
12. Have clear, focused and specific career and personal goals.
13. Network with people who can help you succeed.
14. Listen to self-help audio messages in the car to and from work or on the way to appointments or during any free or down time.
15. Develop strategic alliances in your career with people who can advance your career success.
16. Subscribe to and read publications that service your industry or the industries of your clients and/or prospects.
17. Develop daily, weekly, monthly, yearly affirmations that motivate you to action.
18. Learn to relax, flow and be – rather than push, manipulate and control.
19. Become a problem creator for your clients rather than just a problem solver.
20. Cultivate your ability to communicate effectively; improve your vocabulary, learn to speak in front of groups, write effective letters, articles and proposals.

This list should keep you busy for the next few days…