If the goal is to increase sales, then it stands to reason that each sales person needs to be the best that she or he can be. To become the best demands that sales professionals are always doing more than expected or in simpler terms earning A pluses at every opportunity.
Before reading about what A plus behaviors look like, you must emotionalize why you even want to be an A plus professional sales person. People are emotional creatures and change does not come easy. Did you know that research supports this statement:
Only 1 in 10 will change despite fear, facts and force. (Deutschman, Change or Die.) Until you build enough emotions for you to get off the dime, no matter how much you think that you want to be an A plus salesperson, you will stay where you currently are.
Within my business coaching training practice, I share this thought: "People will only change when there is enough emotional investment to secure some gain or to avoid some pain."
Grab a piece of paper and fold it down the middle. On the left column write Gain and on the right column write Pain. Then begin to list all the gains for becoming the best that you can be. As you write, also think of all the pains that may happen if you fail in this endeavor. Sales Coaching Tip: Avoiding pain is usually a greater motivator than securing gain especially if you wish to increase sales.
Now, consider these ten A plus behaviors that will put you at the front of the class or your sales team.
1. Active Listening – How will do you listen to what is being said to you? Possibly, you are talking way too much and not listening enough? Sales Coaching Tip: If you are telling, you ain't selling! (Source: David Herdlinger)
2. Appearance – How well dress are you? Do you present a professional image?
3. Attitude – What type of attitude are you broadcasting? Are you truly happy to be in front of your potential customer or customer?
4. Authentic – Are you truly what you say you are? Do you “walk your talk?” Sales Coaching Tip: Having a written values statement helps to ensure authenticity.
5. Accountable –Do you follow up when you say you will? Sales Coaching Tip: Almost 50% of all leads are left dying on the vine and never followed up.
6. Agreement – Do you find common ground from which to agree? Do you seek first to understand the challenges of your potential customer before attempting to sell your products or services?
7. Appreciative – Are you grateful for the opportunity to meet with your customer or potential customer? How does that person know of your appreciation? Sales Coaching Tip: Sending a postcard or a note after a meeting will help you become the Red Jacket in the Sea of Gray Suits.
8. Arrival – Are you punctual? Do you arrive on time and more importantly leave on time?
9. Aware – How much do you know about the person sitting in front of you or the business? Have you taken the time to do your research? Do you understand your potential customer’s customer? What are the trends in the marketplace for this particular industry?
10. Ask – Are you asking the right questions given your relationship? Asking too personal questions too soon is a disaster!
By adopting these A plus behaviors, you can become the best of the best and win more sales.
How to Become the A Plus Professional Salesperson Who Wins More Sales - To learn more about this author, visit Leanne Hoagland-Smith's Website.
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I wonder if the sales call has a lot of life left in it.
