I just returned from vacation and have a few observations from the road that affect our lives as sellers:
Walk more. We covered 100,000 steps in 7 days touring in the UK and as a result I didn’t gain any weight despite eating fish and chips, beer (more than a few pints) and a few donuts as seen in this picture, almost each day. If you are not in strong physical shape you can’t be in strong mental shape and your sales will suffer.
Be prepared with a back up. When it rained, we had an alternative venue to explore (even if it often was a pub!).
Just because you are similar to someone doesn’t mean you will understand each other. Case in point, a Glaswegian accent. Always ask for clarification if you’re confused, when you leave a sales meeting and you’re unclear or have many assumptions, you will never win the business.
Staying in nice hotels is not a treat, it’s a necessity. We slept best when we were in great hotels with proper beds. No one was cranky, tired or sore. Why ruin a vacation (or a sales call) by staying in a junky hotel?
You can arrange everything in advance. We booked theater tickets, train tickets, hotels and restaurants all in advance so that we would not miss out on our first choice and we would not have to wait in boring line-ups. Too many sellers leave their travel plans to the last minute and as a result are late for meetings, have to stay miles away from the meeting or can’t get in at all!
I was able to pack in a carry on for 9 days, but even then I over-packed! It’s always easy to take too much stuff and pack things you don’t really need. Next time I will be sure to pack the day before, re-evaluate and then take stuff out that isn’t needed! As sellers do you over-pack? Too many slides in your deck? Too many gadgets in your briefcase? When you travel light you can be in the moment with your customer, take chances and change direction.
If you’re a professional salesperson, there’s a good chance that you’re also a professional traveler or will become one in the near future.
Let’s face it, traveling can be an extremely stressful and energy draining experience. Missed flights, lost itineraries, lack of sleep, lost passports, bad weather, long lines at the border, car searches, obnoxious plane passengers sitting beside you, and countless other travel setbacks can cause massive headaches and leave you less than prepared for business.
Because of this, I’ve put together a list of tips that can help you prepare for your future travels while drastically cutting down the chances of running into problems! Read the rest of this entry »
Just like many other things in life, keep the word variety in mind when it comes to your sales if you want see greater results.
If you’re only using one or two pipeline streams to create more success with your prospecting, you are likely either currently experiencing or will experience less than impressive sales results.
Why? Because the goal of efficient salespeople is to fill their sales funnels with the right prospects using multiple pipeline streams. In today’s market, your buyers have access to information anywhere, anytime and on any form of media they desire. In fact, they are often gathering information about you in places you would rather they avoid, especially if you have little to no presence in those spaces.
Therefore, you must be ubiquitous! It’s critical that you retain control of all pieces of information about you and your business by embracing all forms of prospecting tools and media. You need to continue using the traditional and direct prospecting tools that you’re used to but you must also begin using indirect tools such as social media and publishing to your advantage.
By doing so, you also expand your presence in the market.
Referrals are powerful selling tools when used correctly and as a part of an overall plan to increase your sales results. However, there’s a proper way to ask for referrals and another way that can leave your current clients annoyed and thus hurt your sales in the long run.
Far too often, salespeople will commit to making classic mistakes when asking for referrals and assume (based on their disappointing results) that referrals aren’t a worthwhile method to create more sales.
However, referrals do work. They have the potential to connect you to new opportunities via your current network. This allows you to work with new potential clients with a level of trust and familiarity which otherwise would not exist without the referral.