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1. What you have been told is false.
I promise you it is. Everything anyone has told you in the past about what you should do in sales is probably wrong.
2. Be the complete opposite of what you think a salesperson should be.
What makes a competent salesperson is someone who can read people who can follow a process and who can engage people in conversation using a systematic approach.
3. Talking is cheap.
Most salespeople think that having The Gift of Gab is the best thing we can all have when it comes to sales, but the reality is that your prospects don't want to hear you talk.
4. Have a system as a relatively new seller.
One of the best things you can do is have a real sales system to follow if you're making it up as you go along shooting yourself in the foot follow a systematic approach to sales whether that's my approach or that of someone else. I don't care, but what matters to me. You have a system.
5. Do your homework.
Show your prospects through personalization that you understand who they are and have done your research. Now, this doesn't mean this before creating each phone. You have to do 25 minutes of research, of course not in our company. We have a team of people who do our research for us.
6. Ask questions.
Of course, not all questions are equal. So that doesn't mean asking questions, but as part of a systematic approach, you need to ask questions and you need to engage your prospects to get them talking.
7. Don't be afraid of losing sales.
I find so many sellers are terrified of losing a sale and you know what? It happens. It's not the end of the world and frankly, living in fear of losing a sale will weaken you a lot more.
8. Don't be a servant.
Some salespeople feel like they need to put prospects on a pedestal. What they do is not put the prospect on the pedestal, but they go down and bow like you would expect a servant to do in a movie.
9. Stop persuading your prospects.
There is no need to convince prospects to do business with you. What they need is a professional salesperson who will determine if there is one. Your prospects either need or don't need what you have.
10. Always learn.
Learning is a lifelong journey. If you stop learning, you are in trouble. And with sales, so much changes that the second we stop learning. We immediately put ourselves in trouble in our business. We're always reading new books, new strategies, implementing new courses, new ideas, always learning new ideas, especially if you're relatively new to sales.
11. Never feel comfortable.
The second you feel comfortable is when you have problems, I see it all the time in the seller lifecycle.
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