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The 19 Keys to Selling Success

Posted by Alex Cole on Fri, Jan 04, 2019

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2018 was a great year here at ACTG and we are excited to wish you a Happy 2019!

However, the new year can be a bit overwhelming, don't you think? 

It's a new year filled with new quotas, new clients, new goals and so much more.

So, we decided to interview our Sales Development Experts here at ACTG with their keys to selling success this year and beyond.  What were they? 

Check out all 19 below!

  1. Stop worrying about selling and focus on helping.  Stop offering to come by and visit the prospect and instead ask “would you find it helpful if….”  Ask prospects what you can do to help them without regard for whether or not there is a sale involved. It is why the 3-step inoffensive close ends with:  Do you think I understand your problem? Do you think my firm can help you solve your problem? Do you want my help?
  2. Persistence. Stay with it whether it is making calls, following up or following through. What we know is 80% of sales are made between the 5-12 outreach to a prospect so persistence to win business is crucial.
  3. Be committed to doing what it takes. Often times, one of the reasons salespeople struggle to see great sales success is because they aren’t as committed as they need to be. Be willing to try and do whatever it takes, even when you are uncomfortable.
  4. Every exit is an entry somewhere else. Don’t give up or be let down just because someone said no – maybe they can help you with a referral or you’ll land a client with that next phone call or meeting after the discouragement.
  5. Have a non-negotiable extraordinary sales goal that you are committed to reaching. Most salespeople focus on just hitting their year-end goal, not exceeding it. When you strive towards an extraordinary goal (roughly 20% above your year-end goal), and that’s your only focus, even if you don’t hit it, you will likely meet or exceed your company goal.
  6. Be OK with “no”.  It frees up the conversation and lowers the walls of resistance when the prospect knows that it is OK for them to say “no.”  There are three different parts in the sales process where the salesperson should be letting the prospect know it is OK to say “no”: (1) on the phone setting up the first appointment, (2) at the last meeting before the proposal is delivered and then finally (3) at the meeting where the proposal will be shared.
  7. Be coachable and vulnerable. In other words, be willing to admit there is a lot that you don’t know and always ask for help.
  8. Be a giver. Support your internal partners as they prepare for conversations and presentations. Make sure that your ‘selling’ is all about asking great questions and listening to understand so that you can help your clients grow (vs sell them something).
  9. Have an attitude of success. Selling can feel like a solitary pursuit and you need to believe you will get there. Half the battle of success in sales is owning your own style and having faith in your skills, knowledge and abilities. If you believe you will win, your likelihood of winning increases substantially.
  10. Be resilient and tenacious.  Don’t let prospects squash you with think it overs, stalls, objections and “no’s”. There is always another door to try- it’s just about asking the right questions of the right person at the right time.
  11. Do the work. Selling is hard work and cannot all be done sitting at a computer. Get out and meet with current clients to leverage the relationship and ask for introductions. Also, attend networking events to meet different experts in your or target industries.
  12. Have a sense of urgency. Send the follow-up email the first time you think of it. Make the return phone call when you first get the message. Work when your competition isn’t.
  13. Don’t get in your own way. Eliminate roadblocks and excuses from your head space. Don’t let the anxiety of being turned away keep you from picking up the phone. Don’t allow internal “noise” interrupt what you get paid to do- which is hunt, qualify and close business.
  14. Properly build bonding and rapport. To many, bonding and rapport means liking the same sports team, enjoying the same weekend activity or frequenting the same restaurant as a prospect. To us, bonding and rapport means proving you deserve a seat at the table. Your proved benefit and value are more critical to developing trust and relationships than similar taste in food. Ask your prospect what the key challenges for their business and industry are for the year or what is in the way of their growth.
  15. Stick to the schedule. Different things can get in your way daily- emails, internal meetings, proposals, etc. Highly successful salespeople build and stick to a time blocking schedule religiously. Identify what your key activities are, when the best time is to do these activities and build a schedule you can live by.
  16. Utilize social networks. LinkedIn can be your best fishing net and your best safety net. Use social networking sites like LinkedIn to make connections and develop relationships, as well as explore new opportunities.
  17. Constantly focus on developing yourself as an industry expert. Continue to educate yourself on new trends, the changes in your market and developing different techniques. This will help you stay relevant in your space and position yourself as a leading professional.
  18. Don’t get happy ears. Don’t let soft buying signals like “This looks great. It makes a lot of sense. I’m interested” rush your process. Keep a level head and really drill down with your qualifying questions to identify if a prospect is really interested or just blowing smoke.
  19. Don’t forget to celebrate the successes. It’s difficult to win these days so don’t forget to enjoy those moments- no matter how big or small. Every sale gets you one step close to hitting your personal and professional goals.

We hope this helps you achieve greater sales success in this coming year! Successful selling in 2019 from your friends and partners at Anthony Cole Training Group.  Call us if you need help!

 

Topics: Selling Success, 19 keys to selling success, reaching sales goals, setting goals, setting sales goals, sales advice, goal setting

Key to Successful Selling – Manage Your Players to These 5 Rules of The Game

Posted by Tony Cole on Tue, Sep 22, 2015

I’m reading Fast Company magazine this morning and realize I don’t get out of it what I used to.  It’s probably a combination of how I’ve changed, how our company has changed and how the magazine has changed. This got me thinking about other articles I’ve read about how selling has changed and the “keys” to selling in today’s market.

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I did a quick Google search for “keys to sales success” and here are some of the articles that Google found:

But, this is what I think – the keys to successful selling really haven’t changed that much… if at all.

In 2005, I read Dave Kurlan’s book, Baseline Selling.  Dave took the fundamentals of effective selling and used the baseball diamond and baseball terminology to explain his sales process. If you think about baseball, or look at old baseball videos or pictures, you will find that the game today is essentially exactly the same game that was formalized in New York about 1840.

I am convinced that the “game” of selling is exactly the same game that Frank Bettger (Author of How I Raised Myself From Failure to Success in Selling) was playing in 1952.  I read his book over 15 years ago, but I didn’t know this fact about Frank until today – he played professional baseball for the St. Louis Cardinals. With that in mind, let’s stick with the baseball theme.

The Rules of the Game for Successful Selling

  1. Take batting practice every day - Practice
  2. Take what the pitcher gives you – Focus on what problem your prospect has to solve.  Leave your product briefcase and brochures in the car.
  3. Swing at YOUR pitch – Just like a batter faces lots of pitches and only are a few are ones he can really connect with, you will face lots of prospects, but only work with those that you can really work with and help.
  4. When the 1st base coach is waving for you to keep going, go to second base. When you find out that your prospect has a “have-to-fix-problem”, that doesn’t mean you try and steal home.  Go to second and make sure they have the money to fix the problem. Go to 3rd to make sure they are committed to investing the time, money or resources to fix the problem.  Before you head for home, make sure you can score when you get there – the prospect is committed to making a decision.
  5. In the first inning, you might strike out, hit into a double play, walk to first, get hit by a pitch, get stranded on first, etc. You have to shake all of that off because you have 8 more innings to play. Anything can happen as long as you keep going and getting at bats.

Additional Resources:

Drafting better players – Hirebettersalespeople.com

Sales Management – 9 Keys to Coaching Sales Success

Free book for your salespeople – Why is Selling So Damn Hard?

Topics: Sales, SME, Selling Success, sales management

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    About our Blog

    Founder and CLO Tony Cole has been working with financial firms for more than 25 years to help them close their sales opportunity gap.  He is a master at using science based data and finely honed coaching strategies to help build effective sales teams.  Don’t miss his weekly sales management blog insights.

     

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