Unless you plan to win the lottery this year, you’ve got some selling work to do to be successful. I don’t play the lottery. I would much rather bet on myself. How about you? Here are 3 selling strategies for you to be successful in sales this year.
Selling Strategy 1. Do you know what you’re supposed to do?
I just learned something very surprising from a management consultant., Petey Parker, cofounder of Consult P3 . In many fast growing companies there isn’t a current job description. Do you have one?
If you don’t know what you’re supposed to do, how do you know what results you’re expected to produce? Then again, without a job description how can you know when you’re NOT supposed to do something? Are you responsible for bill collections or will someone else do that? Where are you getting your prospects from and what’s their quality? Is all new business treated the same or are some products more desirable? What you don’t know will hurt you as you strive to meet your goals.
Selling Strategy 3. Don’t ask don’t tell.
Be sure to include managing your boss as part of your territory management this year. Some need more active management than others. When managers don’t manage effectively they can be part of the sales prevention department. Some are micromanagers who take your valuable selling time and ask for too much information or tell you information you don’t need. Both tactics slow you down.
My recommendation is one that I found made me successful when I worked for a micromanager. When you work with your micromanager, do not ask a question you do not want to hear the answer to. If you have an idea that you can implement, just do it. Avoid asking your boss about it. If you do, you just might hear all the reasons why it won’t work or worse many more steps that are his suggestions on how to execute the plan. Avoid the negative spin and busy work. Don’t ask. Go sell.
Selling Strategy 3. Be clear on your value message.
Why should someone buy from you? Can you prove it? You are wasting your prospect’s time unless you can have a conversation where you can discuss the results of your work. Focus on how you reduce a cost, avoid a cost or save your customers money. Those possible savings are what motivates a prospect to listen to what you have to say.
Notice, I didn’t say it will make him buy. Being able to generate interest for a telephone call and the meeting later is just the beginning. Customers can’t buy unless they first hear what you have to say. Too many sales professionals aren’t even getting in the door. They don’t give prospects a reason to take the time to listen. When you give a prospect a compelling reason to meet, you’ll get more appointments. With more appointments, you’ll have more opportunities for customers to buy.
The odds of your winning the lottery this year are slim. Instead, these selling ideas are a better strategy for you to be successful this year.