No matter if you’re new to sales or a seasoned sales executive, brushing up on your selling skills is as important as changing the oil in your car regularly. Leave the oil too long without changing it and your engine gunks up, gas mileage deteriorates, and in time your engine will fail. Knowledge is to the sales person what oil is to an engine. When you stop feeding your mind new knowledge your performance deteriorates and failure is around the corner. But with so many things to think about, so many calls to make, numbers to hit, you don’t know what to focus on first. So here’s a tip that will keep it simple…just remember SALE.
The “S” in Sale stands for structure. Every sales person needs structure. Some people are naturally disciplined and have strong internal structure while others require help to remain focused and disciplined. Only you can be honest enough with yourself to know where you fall on the structure spectrum. Structure includes when you make your calls, how your desk is set up, and whether your car is cleaned. Structure speaks to your ability to organize. Stronger organization equals higher efficiency which yields better results.
The “A” in Sale stands for attitude. John Maxwell, the famous inspirational author, wrote “your attitude determines your altitude.” Having a positive attitude is essential to success in life and critical to your success in Sales. Have you ever met a sales person who seemed like they were on their last leg? No more gas in their tank? How did that make you feel? Excited to buy? Confident in purchasing their product…from them? No. No one wants to work with someone with a poor attitude. No one buys from someone who lacks confidence in themselves, their product, or their company. If you’re honest enough to recognize you have a confidence gap – read. Thousands of books and books-on-tape are out their that can help. Take action. Don’t let another day go by with a bad attitude.
The “L” in Sale stands for learning. If you’re not a continuous learning become one…and fast. Albert Einstein said, “You have to learn the rules of the game. And then you have to play better than everyone else.” The rules of the game are always changing in Sales. Your customer is evolving. The internet and its ability to provide mountains of information will continue to change the game for years to come. Better educated customers and prospects force a sales person to constantly up their game. If you think the sales skills that won you awards 10 years ago, 5 years ago, or even last year will work in 2016 you’re wrong. News flash! If your buyer hasn’t already changed, they are in the process of changing. Read. As much as you can from as many sources as you can. Commit to bringing one or two points from what you read that day into your sales conversations, then watch how your customer engagements change before your eyes.
The “E” in Sale stands for energy. And lots of it. Sales is physically and mentally demanding. Some days are more draining that others. Break up your day. No matter how good you are you simply can’t sit and make 50 sales calls in a row without stopping. While that may be physically possible, your energy levels will diminish and your customer will sense it. Stay hydrated. Drink 4 – 5 glasses of water throughout the day, or bottles if more convenient. Stop for lunch. If you don’t have the time for lunch keep an energy and protein bar handy. You don’t want low energy levels to come across as poor attitude. And make sure you get a work-out in daily. Whether you start, or end, your day running, spinning, swimming or CrossFit, simply make sure to get some exercise in. It will help keep your mind fresh, your energy up, and your endurance strong.