Whether you’ve been selling for years or you’re just starting out, these 7 tips will help you reach your own goals; career & financial.

1: GPS MAP YOUR PATH TO SUCCESS

Just like mapping app, “enter” your destination. For example, if your goal is to add 2 new clients/mth, you might need to make 20 phone calls/day yielding 4 presentations/week. Write down your goals…on paper. Check them off. The cheapest pen is mightier than the greatest memory.

2: HELP ME HELP YOU.

If you “smile and dial” prefer to choose specific businesses to contact, make sure that you learn the prospect’s industry and have a relevant, compelling pitch. What can you teach him/her that they can’t get online and find out themselves? Educating is the new Selling.

3: DON’T PREACH

No one wants to sit & listen a “salesperson” drone on about their own brilliance. Learn about the prospect first, then the prospect’s needs, only then make a tailored presentation.

4: DON’T BE SANTA CLAUS

Don’t get in the habit of giving things away; ask for something in return. Make sure that the prospect understands the value of your time as well. Gifts given too freely loose their value.

5: BE KNOWLEDGEABLE ABOUT THEIR INDUSTRY.

Nothing kills your credibility more than a presentation about “commercial roofing” when he sells”residential roofing”. Study his website then review Manta.com. Know the name of owner/ceo, number of employees & gross revenue.

6: OFFER CHOCOLATE

Highlight the listeners pleasure points. (i.e, business owners care about growing revenue and adding customers, while CFOs may be more pleased by cost reductions & maximizing efficiency.

7: DO THE NUMBERS

To increase your income, it’s a numbers game.

  • Be PERSISTENT with your calling.
  • Be RELEVANT to your audience.
  • Be EXPERT at your industry.
  • Never stop LEARNING.