Getting Ready for Selling

If you are involved in field sales, here are some guidelines when preparing your day, your week, your month and your year.

Remember – Its How Hard You Work, How Smart You Work, You Dedicated You are, Combined with your Self Belief that will determine your ultimate success.

When approaching a customer for the first time:

Do research on the customer, on their business, on their competitors business and on the customers they serve – What problem can you solve for them, what value will you bring to their business, why will they want to do business with you and why will they want to meet you again?

If you are researching the company and you cannot find the person you are visiting on any directory, on linkedin, on the company website – do you think you are really meeting a key decision maker. Will they have the authority to make a decision? It is important to meet with the decision maker – if you fail to do this, your destiny will be other peoples hands. Its not easy but equally it is not impossible – That’s where your creativity comes in.

Remember, if you are in sales, your biggest competition can often be apathy – thats right – the customer cannot be bothered to change even though your price is better and your product (in your eyes) is better. If you find that this is the case – take a good look in the mirror – Your customer is selling you on a no and you are taking that to the bank – where you cannot lodge it.

If your competition is apathy, you have not given them a compelling enough reason to switch and this is your responsibility?

How well did you prepare your questions, did you uncover any reason why they should move, did you monetise this reason. You can prepare your questions by doing a very thorough research – no a quick browse on the internet.

Preparing for sales is something that is not taught in school (oh – actually it is – its often a reflection on how well you did your homework)

Maybe you need to revisit this area of your sales profession and get to work on your proper preparation. Your wealth depends on it.

Sales professionals often forget about the lifetime value of a customer. While the initial sale may not amount to a huge value, the ongoing sales will build as the relationship builds and trust is developed. Too many sales people forget this and they only associate the initial sales value to the prospective customer and prepare accordingly – think lifetime value when planning your sales.



Whose job is it to motivate the team?

Can a manager actually motivate a team member by having a chat with them about where the business is headed – the vision and mission of the business?

How long would that “motivation” really last in the mind of the employee?

How many times has it been heard that the team members are not motivated and that the management brought in someone from the outside to motivate the team.

Well, even Tony Robbins does not call himself a motivational speaker. Probably because he knows that the majority of the motivation that anyone needs must come from within. And yet few few people have ever taken the time to look at themselves, to discover their true motivations and desires.

When working with business owners who struggle to get the best from the team, our objective is to help them to understand the team member at a deeper level, to understand their true motivation, to understand what really drives them. What they need to do then is to link the vision and mission and objectives of the company to the employees true motivations.

Sometimes there is no connection and thats where the employee needs to be challenged, especially if occupying a role where being highly motivated matters to the success of the company.

In small business today, there is no room for team members who just want to exist and do the bare minimum. Yet, they do exist because owners and managers do not equip themselves with the learning and tools necessary to lead an manage people properly.

Too many people (owners and managers) stop at the simple skills level when it comes to motivation. They need to learn about the level called beliefs, the level called values, the level called identity and then look at the overall environment within which they exist. To get to beliefs, values and identity takes time and effort and to change these areas also takes time and effort. This is time well spent because the changes are far more permanent than an ad in a paper or a promotion that runs for a week.

Given that such a high percentage of every small business’s turnover goes in wages, it is so worth while investing your time to get the most from the team. Getting the most from the team, while helping them to get the most for themselves is also hugely rewarding and where you truly become a leader of people.

Call me on 087 222 0720 if you would like to start in the journey to being a super successful business owner.