I read a lot about sales techniques and how to harness the most productive strategies. As a sales consultant, I want to be the best and at the top of my game. Brian Tracy, and his article “The 7 Sales Training Tips of Sale Success” provides the most fundamental guidance I can think of:
- Get serious – That means studying, certifying, and most importantly, getting out in front of key decision-makers with real value propositions and great technology services and offerings.
- Figure out what is holding you back – identify that weakest skill and then set your mind to make it better. For me, as with many salespeople, sometimes I lack the best organizational skills to consistently manage my time in the most effective way possible. As a salesperson, you should be focusing on the most important tasks, which usually revolve around customer meetings, follow-through, and post-sales customer service. If you’re spending your days updating reports and spreadsheets and emailing other people internal to your company, you might want to focus more on prospecting and touching base with customers that have budgets.
- Get around the right people – This is 100% true! If you are spending time around people that complain, make excuses, and generally want to do things other than being productive you are not flying with the Eagles.
- Take care of your health – this is a critical one for me that I really need to work on as well. There should always be enough time in the day to focus on the most critical aspect of your life – your body and your health. Stress, overwork, lack of exercise, poor diet, and bad habits like nicotine and alcohol can turn your life upside down if your body decides enough is enough. Figure out a time to exercise, eat right, and do things in moderation. As Mr. Tracy mentions, you will be dealing with constant rejection and discouragement throughout the workweek, so find a way to deal with it positively and productively.
- Imagine yourself at the top – try to visualize success. I have the hardest time with this as the mind most naturally will gravitate towards the negative and it becomes an easy habit to harbor negativity when customers consistently say no rather than yes. Turn it around. Visualize the win and visualize a year and years of abundance and success!
- Practice positive self-talk – absolutely. Do it. Never get down on yourself as you are the designer and creator of your destiny. If you can’t be positive about yourself then others won’t gravitate positively toward you either.
- Take positive action towards your goals – be action-oriented and move quickly. Get out there in front of customers all the time. The more customers you meet, as Tracy mentions, the more chance to sell. Make seeing customers, moving quickly, and talking to decision-makers a top priority.