If you were to use two words to describe sales, what would they be?
Charismatic, quick-witted, passionate, informative, helpful, innovative, driven, goal-oriented, self-directed, empathetic, balanced, passionate, driven, responsible or maybe rational?
I guess you might say, it could be all of the above, but let’s not forget these two words: Work Hard.
There are times when a salesperson is in the right place at the right time. That’s the easy way. But let’s face it, it doesn’t always happen that way.
Being there at the right place at the right time and being prepared is one step closer to the sale.
Add to the formula, commitment from the buyer and that gets you that much closer.
But it takes a lot more to be a salesperson.
Over the past 32 years I have owned my own company and lead a sales team. I have read more books on sales than most and with every book I finish, I learn a new technique to apply to help generate more sales. But more than that, I have found the following techniques help me increase sales year after year.
Here is the formula!
Set achievable goals
Ask yourself these questions.- Where will I be a year from today?
- Where will my sales be? How will I get there?
- Are my goals written down?
- Failure to write their goals down and post them in plain view
- Failure to make a plan to achieve the goals
- Failure to commit or live up to the commitments they made.
- Failure to make goals that were achievable in the first place.
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