A sale is the lifeblood of the organization. All successful organizations know this. Behind their success, you will find sales strategies that they implemented to put them to where they are right now.
If you are sales professional or an entrepreneur who is in the middle or at the end of the pack, you need to create a sales strategy that will allow you to leapfrog your competitors.
- Always tune in to WIFM
Always tune in to WIFM means whenever you have an engagement with potential clients show to What’s In It For Me (WIFM).
A lot of mediocre sales professionals sell their product and service features. Sadly, doing this is ineffective.
Are you guilty of committing this line of selling?
You need to make a connection to your potential clients.
The best way is to sell the benefits of your products and services.
I have a mentor who is into real estate, he told me a very interesting selling story when he sales a property.
When he brings the client to the property that he is selling, he will place the client into a future life scenario enjoying the house.
He will tell the client how in the kitchen of the house the client’s family will enjoy their meals because of it’s beautiful design and spaciousness.
He will lead the client to envision seeing the amazing sunrise and sunset in the veranda, while the client either drinks coffee or relaxes.
Most of the times, after these visual experiences that my mentor provides to clients, he was able to close the deal.
So always tune in to WIFM.
- Talk to the Right Clients
Your time is money. You cannot be everywhere. This is impossible.
If you want to work smart and be successful, talk to the right clients.
I use to rank the clients that I have. After determining my top 10 clients for the day, then I try to reach my number one client.
My number one client is a high potential client that needs my products and services. Already showed his interest to my offerings.
And guess what, most of the time, I close the deal.
You might say I am a good salesman, maybe. But the truth is I am successful because I talk to the right clients.
Even before I sell, I did my assignment of identifying the right clients. It took time, but the time you spend analyzing the right clients is worth your time.
Not only that, you batting average for success will be high.
So talk to the right clients, and see the difference that it makes.
- Do Not Be Judgmental
A lot of sales professionals are judgmental.
Yes, you heard it right; a lot of sales professionals have a lot of false assumptions that hinder them to open the door of success.
First, they judge a client for their appearance.
I love the story of Joe Girard, Guinness Book of Record Best Salesman of his time, where in the car showroom his colleagues will ignore inquiring clients because of their appearance.
In this situation, Joe Girard will always approach the clients and entertain them. And you guess it right; some of these ignored clients bought from Joe Girard.
The moral of the story is that we cannot judge clients because of their appearance. We cannot assume that clients will not buy because of our preconceived ideas and biases.
A successful sales professional throws all the biases and assumptions to the garbage can.
- Focus on the Client
It is hard to meet a client.
Your clients are busy and they have a lot of things in their mind. So the moment that they wanted to meet and talk to you, give them your undivided attention.
In reality, mediocre sales professionals don’t do that.
They are busy checking their smartphones right in front of their clients.
It is very disrespectful. Often times, the result of this lack of focus is lost sales.
Before, I was guilty of this. I have a meeting with the President of a big manufacturing company. We are a team of two companies collaborating with this sales pitch.
For whatever reason, my partner observed that I was constantly looking at my smartphone.
After the meeting, my partner called my attention and told me about my bad behavior. I said sorry and was not conscious that I was doing it.
Luckily, we still won the account. From then on, I told myself; I will never ever commit this big mistake.
Fast forward, every time I have a sales presentation, I keep my smartphone inside my laptop bag. I make sure I look in the eyes of my client, and show him my undivided attention.
I know that if I show him that I am very attentive to what he says, when we deal, he will be assured that he got my undivided attention whenever he needs it.
- Develop Your Growth Mindset
I love the book Mindset: The New Psychology of Success by Carol Dweck. She said, “We like to think of our champions and idols as superheroes who were born different from us. We don’t like to think of them as relatively ordinary people who made themselves extraordinary.”
We idolize and adore our sales mentors. They are successful, and we wanted badly to be like them.
We thought they are different or lucky. The truth is they just have the right mindset.
When you entered the world of selling, you realized that there are more losses than wins.
We don’t keep score on our losses, what matter is the number of wins that we are able to generate.
The right mindset will sustain your passion to sell, the love to selling, the will to win and achieve.
This is the most important strategy that you can use to become a successful sales professional.
The competitive landscape is so stiff and crazy. You might experience more losses than wins. The right growth mindset will allow you to outlast this environment.
To end this, let me leave you with another golden nugget by Carol Dweck on her same book, she said, “Why waste time proving over and over how great you are, when you could be getting better? Why hide deficiencies instead of overcoming them? Why look for friends or partners who will just shore up your self-esteem instead of ones who will also challenge you to grow? And why seek out the tried and true, instead of experiences that will stretch you? The passion for stretching yourself and sticking to it, even (or especially) when it’s not going well, is the hallmark of the growth mindset. This is the mindset that allows people to thrive during some of the most challenging times in their lives.”