Life is about creating yourself. You get to choose how to respond to setback and challenges. And how you face them determines what kind of person you become. I’m a Sales Hero at ezeep, and I firmly believe that nobody is born a brilliant salesperson. It begins with empathy and understanding; it includes clarity and communications; and it requires a mind-skill-and-tool sets to be a knowledgeable asset for your prospects, showing how you can help them run their business even better.
Here some traits and work habits to unlock your potential to perform at peak levels:
Hard work makes luck. You can get as lucky as top achievers by doing your homework. Learn about the prospects before approaching them: determine prospect potential, look for any referrals to reference upfront, learn about their business and build credibility statements to showcase how you have transformed other organizations with tangible business results.
Avoid self-serving sales behavior. When we approach customers we honestly try to see things from their perspective, which means truly listening to them. You have to become genuinely interested in their business and ask them questions to help them explain their needs clearly. Most importantly, ask tough questions early-on to identify what can prevent prospects from moving forward with you.
Give yourself a pep talk. Your self-talk is powerful beyond limit and ultimately defines your level of achievement. Discipline yourself to maintain a positive mental attitude and create emotionally charged experiences of what it will be like to be a top achiever—these blueprints you lay down on your mind will later act upon and support you to achieve your goals.
“Imagination is everything. It is the preview of life’s coming attractions.” -Albert Einstein
Without having a goal, it’s difficult to score. Take time to set clearly defined daily, weekly, monthly and long-term goals. Set different type of goals such as goals that will help grow your business or goals that will make something of you to achieve them. For instance, ask yourself what kind of skills you have to develop to negotiate better and always establish the objective of your calls to prospects.
Hold yourself accountable for your results. “No” does not necessarily mean “no”. Don’t take “no” for an answer and don’t look for the next opportunity. The one you have in hand is the opportunity. When a negotiation goes wrong, it’s no one’s fault but yours. Analyze the situation and ask yourself questions: how did I fail to interest the prospect? What would cause the prospect to change from the status quo? What can I do differently? Take the action steps necessary to change it.
Be proactive in a reactive world. In today’s marketplace, new approaches are required and you must adapt your expertise to thrive in this new business world. Stop making excuses and rationalizing your non-achievement. Face what it isn’t working and step out of your comfort zone by pushing yourself to try new approaches. It’s common sense, but it is not always common practice.
Create a sales culture of greatness. Surround yourself with people who are possibility thinkers and believers of your cause. The feeling is contagious. At ezeep, we share ideas, build rapport within our team and, most importantly, we believe in the power of cloud-managed printing to transform the workflow and modernize an innovation-free industry. We face rejection sometimes, sure, but we don’t protect ourselves from it; we learn the lesson and move forward. And we specially dedicate time to celebrate and high-five!
Play to win and don’t seek praise, but rather constructive criticism, to improve your service and approach to customers.
Selling your service or product is the outcome of doing numerous things right. Get started and ask yourself: how willing am I to make mistakes?