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Guest post by: Leanne Hoagland-Smith Become an Author

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As a sales professional, would you like to win more sales? Have you attended seminars, reads tens of sales books and yet your goal to increase sales is still not realized or where you believe it should be given all of your efforts? Maybe it is time to return to the basics with flawless execution.

Recently, I came across a story about legendary Coach Vince Lombardi of the Green Bay Packers. This story shared how Coach Lombardi began each football training camp. He open up the first day’s practice sessions with this statement while holding a football in one hand: Gentlemen, this is a football

In further reading, the story explained how the Green Bay Packers under Lombardi's tutelage had only 5 offensive running plays. All the other teams knew these 5 plays. Yet, the Packers continued to win in spite of this perceived handicap because they executive these play flawlessly. Through rigorous practice, each team member knew what to do almost instinctively because a strong habit had been developed.

Now think about this respective to your sales behaviors. If you executed the basics of sales with similar flawless execution, how many more sales could you win?

This leads to the question of what are those basics? And that is a great question.

Basic Sales Behavior #1
What would happen in you had no more than 5 basic plans or offensive plays? Each play would be dependent upon your target market and where the play was taking place? Within each plan, you would have the specific actions necessary to get the ball that being a sale closer to the goalpost.

Basic Sales Behavior #2
Another basic behavior would include effective communication. You need to be able to read the non-verbal communication coming from your potential customer or qualified potential customer. Failure to take the proper action may result in a fumble and a lost sale.

Basic Sales Behavior #3
Research of your target market, current market conditions, trends within the marketplace and general business acumen are just as necessary basics as they were 100 years ago. Lack of important facts can doom a sale even before the first contact is made.

Basic Sales Behavior #4
Having an open ended questions based upon your research and overall plays is another basic sales skill behavior. When you execute the questioning process flawlessly, you are building the relationship while discovering those issues that are important to your potential customer.

Basic Sales Behavior #5
This last behavior is demonstrated at all times through the other behaviors and that is your authenticity specific to your values and ethics. Are you believable? Do you do what you say you will do? Without a clearly articulate values statement that is put into practice at all times, will leave you in the sea of sameness with all those other gray suits.

TAKE ACTION SALES COACHING TIP: You can win more sales through practice that leads to flawless execution. The only remaining question is: Are you willing to invest the time to realize your goal to increase sales? And only you can answer that question.

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