Don’t Slow Down!

There are two types of salespeople. Some salespeople slow down in the face of adversity, and others use the crisis to motivate themselves to push harder towards their goals. “Even if you are on the right track, you will get run over if you just sit there.” I absolutely love that quote by Will Rogers. It’s a reminder that you must always be taking action if you want to reach success. You may have excellent product knowledge and exceptional communication skills, but if you’re not making use of your time, you will be “run over” by your competition. They will find a way to achieve better results even if they are considerably less talented than you. This philosophy is especially true in the sales world.

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What’s Your Mindset Like?

Your mindset is typically one of two things. It can either be one of your greatest tools or one of your worst obstacles. The good news is you get to choose which side of the spectrum your mindset sits. If there’s one quality every successful salesperson can share, it’s their overall mindset for success. I haven’t yet met a successful salesperson who spends most of their time focusing on scarcity or negative circumstances. ← Click To Tweet As hard as you must work in order to see results, you should be working equally as hard to stay positive. Here are a few tips to get you on the right track:

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Good Prospect, Bad Prospect

One of the biggest mistakes you can make is trying to sell to everyone that comes into your pipeline. I know, it’s intuitive as a salesperson to sell as much as possible, but effective salespeople know how to pick and choose which prospects to sell to. They know the good from the bad. The reality is, not every prospect is an ideal candidate for your product or service. The sooner you learn this important lesson, the sooner you can focus on the prospects that are ideal candidates for you to work with. By selling to anyone and everyone, you are setting yourself up for huge customer service problems in the future. ← Click To Tweet

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Better Late Than Never?

How long do you typically take to get back to a prospect upon receiving an inquiry from them? Anything longer than 24 hours is too long. Your customers are busy people - by taking too long to respond you’re letting go of an otherwise potentially easy sale. ← Click To Tweet The number of salespeople and organizations who let days or weeks pass before responding to an inquiry is absolutely staggering. This type of behavior not only breaks several rules in sales etiquette but also displays a complete lack of professional etiquette as well. For example: I once sent an inquiry to a company about buying a tradeshow booth. I expressed a strong interest in their product and indicated that I simply needed a few pieces of information before making a purchase. I expected a prompt reply due to my clear readiness to buy their product.

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Transform Yourself!

If you’re anything like the motivated salespeople I have worked with in the past, you may at some point feel as though you are not doing enough to separate yourself from the pack. You may look at your colleagues and competitors and see little to no difference between your approaches to secure more sales. If this is something you’re feeling, don’t get discouraged! This feeling is a good thing. By feeling motivated to do something more or different than everyone else, you are already separating yourself from other people. This feeling is the beginning of creating a certain uniqueness about yourself which your prospects, clients, colleagues and competitors will surely notice! In fact, professional relationships on almost every level will advance; not to mention more leads are created and more long term and profitable relationships are formed. However, wanting to do more is only the first step. Stepping outside of your comfort zone and doing more is where the real magic starts to happen.

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Will You Fail This Summer?

Summer is quickly approaching (some may claim that it has already arrived!). And, with the weather becoming increasingly pleasant, I can’t help but wonder how many professionals are simply going to sit back over the next few months and kick up their feet, both figuratively AND literally. You know as well as I that life is all about enjoying it. We work hard as sales professionals so that we can live a comfortable life. However, far too many sales professionals enter these summer months with an extremely nonchalant attitude. They decide because “no one else is working” that they too should stop making calls and meeting customers. Don’t fall into this trap. People are still working during the summer and quotas are still being met.

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