07/ 07/ 2004
by Vicki Gerson
There are six basic principles of sales success. Unfortunately, many of your salespeople may not know them or bother following them. So, as an employer, how can you encourage your salespeople to commit to excellence? You know that if your salespeople would only follow these principles on a daily basis, it could improve their profits as well as yours.
One way is to make copies of these six principles and discuss them at an upcoming sales staff meeting. Another suggestion is to post them in the lunchroom or put them in your company newsletter. Sharing the information via e-mail is another option. Regardless of which method you use to convey these six principles, it is important to keep them in mind.
Visualize your successIf a person wants to be a top salesperson, it is important to visualize that success. Imagine yourself getting every sale. Keep seeing yourself as a competent person -- shaking hands after a deal has closed. Also, visualize yourself getting an award at a dinner as the best sales person in the office. Keep clear mental visual pictures of your success.
Think positively
Many people talk to themselves. Look at athletes who need to make that kick, shoot that free throw or get across the goal line. They practice positive self-talk. So should you. Talk to yourself over and over again. Keep telling yourself, “I can do it. I can make this sale. I am the best sales person in the company.”
Be proactive
Sitting at your desk waiting for the phone to ring won’t get you the next customer. Think back to what you heard about the depression years. People pounded the pavement looking for work and knocked on every door. You must be proactive. The more people you see, the more sales you will make. Join organizations; look for people who can refer business to you -- as you refer business to them. Be active. Go through your list of potential customers and make appointments to see them.
Analyze what is limiting your success
Make a chart listing your strengths and weaknesses. Now that you know your weaknesses, decide how to improve them. If you are a poor speaker or feel you don’t close a sale strongly, take a course to improve that skill. It is important to look at the list and determine which skills should be developed to improve the amount of sales you make.
Associate with positive people
You may think that you are not a lone wolf, and you associate with people all the time. But, who are you associating with? Do you meet people after work at a restaurant or bar where you all complain about how bad business is? Do you go to the health club, and once again, hear nothing but negative talk on how the “bosses” are really the cause of all your problems?
If you want to be successful, it is important that you associate with people who can put a positive spin on life. After all, is the glass half full or half empty? Try to meet successful people. Hear what they have to say. If you don’t take steps to be around positive people, the underachievers will drag you down.
Take care of your physical healthIt's hard to give a customer your all when you're just not feeling up to it. To be on top of your selling game, you need the energy to be able to bounce back from rejections as well as sales you lose. Make a decision today that you are going to take care of yourself. Have an annual checkup. Stop smoking. If you have any medical problems, take care of them and take your medications. It is hard to be selling effectively or show a potential customer that you have loads of energy if your physical health is poor.
As a small-business owner you probably have a full list of principals to help your salespeople. For an employee new to your company or simply new to your sales department, these six steps will start a valuable foundation for success.
