Welcome back. I know the anticipation has been building for the second half of my “Death of a Salesman” post. Well, the day is here my friends. It’s time to peel back the layers of a typical sales rep, so we can get back to what’s critical.
My initial plan was to bring you three do’s since my last post was centered around three don’ts. But does anyone really like do’s and don’ts? I’m not your mother, I want to inspire you so after long thought, I’ve decided it’s better to illustrate this with be’s than do’s. So without further ado, (pun intended) here are the three be’s:
- Be prepared. What should you prepare for you ask? Everything. Before you set foot into an office, know the ins and outs. Network with people that know them. Linkedin is a great place to find out more about a contact or company. Look at their website. You should do this to build a true connection with the business that you are trying to woo. This shouldn’t be a blind date, at least not on your end. Prepare yourself with the details of your prospects. That will go far with many of your prospects.
- Be yourself. Seems basic right? There’s so much literature out there on how to increase sales through morphing yourself into what the client wants. I believe that this will happen to a certain degree naturally; and what actually is necessary is training on how to not lose yourself in sales. What’s so special about yourself you ask? It’s easier if you don’t have to pretend. Most people can see right through another person that is not being sincere. This whole idea creates a tension between you and a prospect. You’re already trying to convince them to give you money for something they “need.” The last thing you want is a distrust of who you are as a person. Remove all barriers-you have enough as it is!
- Be patient. I have established a phenomenal relationship with some of my best clients after they already told me no. Please do not apply this to every no you get in the field. I’m talking about the “whale” accounts that take time to nurture. If you give up after the first no then you are like 98% of the other sales reps out there. Find ways to stay connected to them in their world (chambers, events, etc) You might see the fruit of your labor down the road. Remember, the harder a client is to close, the longer you will keep them, because they don’t like to change. These are the long term clients you want.
There you have it. You should now be well on your way to the sales you’ve always wanted! What challenge do you want me to solve next?