8 Rules of Success II

Tuesday, December 30th, 2008 at 6:28 PM

Know when to use product knowledge

In order to be a successful sales person, it is imperative that you know as much as possible about your product or service. However, it is not imperative at all that you give ALL that knowledge to the prospect, especially at the wrong time. Here is what I mean by that. Traditionally trained sales people seem to get a confidence boost when they can talk for a long time and show off their knowledge about their product or service, but many times, all that talk is exactly what talks the prospect out of buying. Talk only about the points that are of interest to your prospect. Cover only those which will help your prospect see how your product or service will help him/her get rid of their pain. And do not use the industry buzz words. A prospect will not understand you, will not be able to follow you, and many times he/she will not let you know that either. Easy way to lose a sale.

Know your competition

A point a lot of sales people out there miss. Top performers spend time attending competition’s seminars, reading their brochures, watching their DVD, listening to their CDs…in other words, learning about their strengths and weaknesses…are you? Keep in mind; your prospects are doing exactly that when trying to decide on which company to go with. If your prospect knows more than you do, it will be a tough one.

Have a prospecting system

If you have been in sales for more than 6 months and you are still making cold calls, you are doing it ALL wrong. There are people who will be proud of you for still having guts to stay in the game and keep smiling and dialing. I’m here to tell you – you’re working too hard. Remember the rule 80/20? It means that 20% of your clients are giving you your 80% of the business. Therefore; the same goes for prospecting: 80% of your time should be devoted to giving great customer service and supporting your existing clientele, and 20% of the time should be spent on prospecting. The only way you can make that 20% profitable enough is to have your existing clientele so in aw with you they will sell for you. That’s how we get referrals. Much, much easier and smarter.

Have a selling system

Yes, having your own selling system will catapult you to a whole new level. It does not really matter which system you use, just make sure you learn it, practice it and master it. So when under pressure, you can deliver EVERY TIME. No selling from the seat of your pants will ever get you where you want to be.

Feel free to comment. I would love to hear your feedback.