I Still Got It!

By now, everyone knows I ran a half-marathon on Sunday.

 

Guess what I did on Monday?

 

I went on two sales calls.

 

Yes, I can hear most of you..."Those that can "do"...those that can't "write books and blogs".

 

But based on my success...

 

I still got it!

 

Here is my I Still Got It Top Tips for a successful sales call;

 

• Ready and steady yourself before the sales call.  Be early and do an activity that will relax you, like listening to some music that puts you in the right state.

 

•  Read affirmations that remind you of how great you are. Sounds cheesy but try positive self-talk.  If you don't believe you are great...who will?

 

• Read industry articles.  You should always have something current to discuss that is positively impacting your industry. You should be the subject matter expert!

 

• Remember the three R's - Relax, Relate, and then Release.  Don't be in a hurry to jump in and engage "Selling by Telling"...the conversation will eventually turn to the product!  In the relating stage, remember that you have "two ears and one mouth" and use them proportionately!

 

• People love to talk about their lives. That includes things they love and enjoy - and yes, some even enjoy talking about their problems (have you ever seen Jerry Springer?). Listen with empathy and begin weaving your product into the discussion as appropriate.

 

• You have to share elements of your life.  Real relating is not a one way street. It should be a genuine exchange but not too deep...don't worry...they have not forgotten why you are there!

 

• You need objections to close a sale.  In the Release phase you might be met with an objection or two, but work through them patiently until you hear the "cue" to expand on your product. Objections actually help strengthen the impact of your solutions.

 

• Use personal stories and testimonials.  These are powerful ways to convey the effectiveness of your solution. Honestly relay how your service or product truly changes people's lives all the while reinforcing your mission statement.

 

Yes, I understand a sales call is a dynamic exchange that is not cookie cutter or one that can be reduced to a formula.  These are just the momentary musings of a sales professional...

 

That's' I Still Got It!!! 

  

Until tomorrow, I wish you Money, Power, Success!