In life we all have personal policies, beliefs, guidelines, and values that drive our thoughts and actions. We might bend or rationalize those from time-to-time.
But then there are those iron-clad, set-in-stone rules that you just don’t compromise. And we have them in all of the various roles we play.
As a baseball and softball third base coach, you just don’t allow a runner to make the first out of the inning at third base.
As a sportsman I was always taught that you just don’t point a gun at another person. Doesn’t matter if it’s loaded or not, or even if it’s a toy gun.
Guys don’t ever raise their hand in anger to women.
You don’t push down on a hamburger when grilling it.
Airline pilots do not drink and fly. Period. End of story.
Let me bring this thing in for a landing …
… and in sales, there are certain things that we must do and avoid as well.
Do you have your list of absolutes? The do’s and don’ts that you strictly adhere to?
When you do, you’re a better salesperson. Most people don’t.
Here are the most basic ones that serve me pretty well. I suggest you consider them too.
1. Never start a call without a Primary Objective, which is defined as, "What do I want this person to DO at the end of this call?"
2. Always treat screeners with respect. Treat them as you would the buyer.
3. Always have a "value statement" in an opening statement. It must answer "What’s in it for me?" for the listener.
4. Always get them talking as quickly as possible after your opening.
5. Never think about presenting a product, service, or what you can do without questioning first.
6. Don’t agree to a follow-up call unless you get a commitment from them as well.
7. Never wonder later if you should have asked for the sale; If you’re hearing agreement signals, ask.
8. Always listen more than you talk.
9. Never dial the phone until you have planned exactly what you’ll say in your opening, voice mail message, and have prepared your first several questions and your responses to their possible answers.
What are some of yours? Let me know!
In life we all have personal policies, beliefs, guidelines, and values that drive our thoughts and actions. We might bend or rationalize those from time-to-time.
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I am in Sales Training for FedEx and I love the article. Good information.
Here’s a little secret to my success. I was a social worker for 20 years, and then did a career change into medical sales. As a social worker, I had to assess my client’s current situation, look at the goals that the individual wanted or needed to achieve, and establish a plan to help them achieve their objectives. We met on a regular basis to review the situation, to see what progress had or had not been made, and then, we would tweak the plan in order to better meet the planned goals and objectives. I had to see what my clients needed, and then had a variety of options available for HELPING them achieve their goals…. I view sales in the same way…. I must understand the pain my client is in so that I can offer solid objectives or plans to help overcome that pain… I never “sell” but I do a lot of consulting, and want my prospects/customers to feel that I am there to “assist” them, to help, to ease their pain, to have them feel that my main objective is trying to help solve a problem… not trying to make a commission.
It works every time !!
ps… my other solid rule is that my job really begins AFTER the sale has been made… I need to thank the customer, sincerely, for their business, I need to keep in touch with them, I need to build referrals off of them, and lastly, I need to maintain a close relationship with them so that they feel that they can call on my anytime, anywhere, with any problem.
My addition to your list would be:
Never set expectations that you can’t exceed.
No matter how low or high expectations are set even in an opening call, disappointing the customer will cause unhappiness!
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