Before we get into more detaied information about the sales cycle, customer service, developing warm leads and the many other topics I plan on covering through this blog I feel I must cover this one topic first.
Activity.
You could have the greatest approach, overcome objections like a champ and offer customer service like no one else, but if you don't simply go out and make the attempt it's all for nothing.
I have worked with people who had phenomenal people skills and were great at sales but they got too caught up with the details. They became so caught up that they mentally talked themselves out of going out and making even one approach.
On the flip side, I have trained average and below average salespeople who would be rated as poor communicators, but they just went out and did the work. They turned out to be much more successful that the person who outwardly looked like they fit the part.
Activity. Activity. Activity.
You have to approach potential clients in order to have the opportunity to make the sale. Now in following post I will teach about the best ways to approach a potential client so that it's not awkward, but none of that matters if you don't make the attempt.
This one thing is so simple but it is also the one thing that derails most salespeople.
Whether you are in inside sales or outside sales just making the approach is the primary thing holding you back from unlimited success.
Here is another important factor in regards to activity; if your goal is to make one sale, then your approach goal needs to be far higher than just speaking to one person. You need to make it a goal to approach 20 or 30 people that day. Hopefully by approaching a much larger number of people than neccessary you actually end up making multiple sales.
Focused activity is the number one best thing you can do to be successful in sales.
If you are an inside salesperson than 70% of the job has been done for you - people are coming to you and now you just need to know how to approach them.
If you are in outside sales this is all the more important because you need to find qualified cold call leads often times. I will teach you how to do both.
That is it for now. Keep your activity up and it's only a matter of time before you are successful!
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