If you're on Linkedin as much as I am, then you'll see dozens if not hundreds of people willing to entertain you with thier top secrets for sales success.
One such linkedin thread yesterday inspired me to write about those top sales secrets.
I've been selling for copiers for almost forty years and another 2 for years with other sales positions. Over those years I can't remember one secret that I read from a so called sales guru that impacted my sales career. Yes, there have been some good tips but no secrets.
Becoming successful is the time and effort you put into to it. It also helps to have the desire, determination and dedication to succeed every day. The Three DDD's of selling is desire, determination and dedication.
Here's my top secret for sales success.
THERE IS NO SECRET!
There's no golden goose, no Midas touch, and no holy grail that will give you that immediate boost to sales success.
To be successful you'll need be a :
Work your ass off, that's right nothing is going to be handed to you on a silver platter. You'll need to put in mega hours if you want to be the best at what you do. Ours is not a 9-5 job, rather it's working your tail off and putting the time in to be the best at what you do.
Never ever stop prospecting. Once you're in sales everywhere you go and everyone that you meet could present prospecting opportunities. Even driving the highway can present you with new prospects. Spotting a company that you never knew existed or just reading commercial vehicles with thier corporate lettering can create opportunities.
Educate yourself, become the guru of your industry. Read your brochures, read your operators manuals, read your product guides and when you've finished all of them read them again. Know your products features, be able to tell your client the advantage of having that feature, then explain how your client will benefit from those features. FAB (features, advantages and benefits)
Put in your own words how one or many features of your product can improve the way they do business or how that feature can save time or reduce costs.
Be creative, just because everyone else did it that way doesn't mean you have to. It's okay to be different, people like different. Ask yourself, if I was a gatekeeper what would get my attention or why would I pass on the information you handed off to the powers to be. Then go out it try those methods, change them up and see what works best.
Become an excellent listener, it took me a long time to figure this out. For years I would do all the talking and push what I thought was right for the client. It wasn't until I became a better listener that I realized the clients would tell me what they wanted, how they wanted it and when they wanted it.
Keep in mind that if you're not working hard then someone else is going to ot work you!
BTW, there is nothing new in sales