I know there are a lot of "old dogs" who think learning "new tricks" is a waste of time. But there are also a lot of "old dogs" who are excited, learning, and having a good time embracing the new challenges as opportunities to really improve their skills.
You don't have to be "old" to be an "old dog," you can lose your drive at any age. Those are the ones whose gravestones will say: "died at age 40, buried at age 80."
Let's use my 13 point assessment and determine if you are maxed out - let's see if you are as good as you can be.
Do these 13 points describe YOUR professional approach to selling?
1. Planning. You are a perfect example of the well organized sales professional. Every detail of every sales call is well planned out in advance. At any given moment during the day you can look at your schedule, at your list of things to do and be right on track. Everything you do is completed step by step. You spend whatever time it takes to work out the details of every sales call you are going to make during the week. Not simply an itinerary, but everything you want to accomplish while with the customer. The customer is amazed and impressed with the amount of thought and preparation you put into every sales call.
2. Questions. You are an expert at asking well thought out questions and you carefully listen to everything your customer says. You have rehearsed the questions that will get the results you are aiming for, which is building a relationship and becoming an important part of your customer's business. You let your customer do most of the talking and they look forward to your visit because you are so interested in them and their business. You keep careful records of the answers you get and review them each time you make a repeat call. The customer can almost feel your sincere interest in them.
3. Value. Every time you visit every customer you bring them something that will really help their business. It could be a very special price on an item, a piece of industry news, an idea that will help their business, something that will give them a competitive advantage, or perhaps something personal that you knew they were interested in. On every visit your customer says "wow, I really appreciate that!" You never make a call on a customer that is boring or routine. When they see you coming they are sincerely excited to see you because you break the routine of their business by bringing value every time you call.
4. Presentations. Your sales calls are so much more than just a visit to get an order. You spend time carefully reviewing the customer's business and meticulously match your products to their problems. You give them a well thought out list of "reasons why" you are the best person to provide the product and service that results in the solution to their problem. You have put so much work into preparing your presentation that you can recite it frontwards and backwards. You have studied all the features and benefits of your products as well as everything your company can do to make it easy for the customer to make a well educated decision based on the information you have provided. When it comes to making a presentation there is no one better sold on your company and your products and services than you are.
5. Objections. You have carefully recorded every objection that a customer has presented to you as a reason why they were not interested in buying from you. Your list has at least 27 objections that you have been presented with from a variety of customers and under numerous conditions. Each one of the objections has been researched and you have carefully crafted a response for each one. Not just a canned response, but a real, sincere, well thought out answer based on facts, experience and product knowledge. You are well aware that 67% of most sales are made after at least 5 objections and you not only anticipate them, but welcome them as a way for the customer to build confidence in you and your company.
6. Closing. You are able to ask for the order in a way that the customer feels good about spending their money with you. You are able to steer the sales process towards a predetermined objective that makes it easy for the customer to go forward and make the commitment. You have done such a good job of presenting your company, your offer and yourself that the customer feels no pressure when it comes time to go forward. When you are working with a prospect that may take several visits to bring them all the way through the sales pipeline you have the specific objective clearly defined for each step of the process. You have done such a flawless job of bringing the sale to the point of the close or next step that the process seems smooth and natural.
7. Follow up. Your follow up is done so well that your customer can count on you to take care of every detail that will make the process of the sale an enjoyable experience. Your follow up starts as soon as you make an initial contact over the phone before the actual visit. You send confirmation letters and recap memos before the sale, during the sale and after the sale. Even if you don't get the sale in the time frame you anticipated, you know that it will only be a matter of time, so your follow up continues with weekly or monthly cards or letters. You stay in touch, keep good records of every contact with the customer, and can put your finger in any piece of information you may need whenever it is necessary.
8. Attitude. Your attitude is one of sincere friendliness. You know that people buy from people they like. Your attitude is always upbeat and you always talk about good news and opportunities. Because of your positive and friendly attitude customers are attracted to you and feel good about being associated with you. They are proud to introduce you to their associates and colleagues which results in a lot of referral business. You remember names easily and are always adding new people to your database of contacts. When you get a referral or recommendation you immediately call the person who recommended you and let them know how much you appreciate them. People like to be associated with you because you always make people feel appreciated and welcome.
9. Respect. You have earned the respect and trust of your customers by being an expert in your business. You are always on the lookout for new ideas, new information and new products that will help your customers grow their business. You read the trade journals, you study new products that come on the market, you watch your competition and are a valuable source of news and information for your customers. You can be trusted with confidential information your customers share with you and you never engage in gossip or criticism about other people or other companies. You never put down your competition or the competition of your customers. Because of this integrity your customer has complete confidence in you and respect for the way you conduct your business.
10. Helpful. Your primary goal is to help your customer become more successful. You are not just selling them products and services that they can buy from any competitor, you are selling them ideas, consulting services and your personal services. You can proudly say that YOU go with every order and you truly can make a difference in their business. While your competitors may be looking at the commission they make, you are more concerned with helping your customer make more money and improve their business and their market share. You understand that your products and services were created to help your customers solve a problem or provide some special benefit that will improve their business. Your customers buy from you because you are able to convey this helpful approach on every sales call and in every meeting with your customers.
11. Urgency. You have a sense of urgency that is as fast as a bolt of lightening. When you receive an emergency call from a customer you immediately respond with massive action and a whatever-it-takes approach to solve the problem. You return your phone calls immediately. Your reaction time is measured in minutes rather than hours or days. If you see a problem coming you call your customer in advance and begin solving the problem before it even begins. Your highest priority is serving your customer and nothing stands in the way of taking full responsibility for your actions and the actions of your company. When a problem occurs it is the perfect opportunity to show what you are really made of. Your customer knows they can count on you and they never worry because you are their insurance against frustration and unresolved problems.
12. Confidence. You are confident because you have removed the self imposed restrictions and limitations that normally hold people back from accomplishing all they can. Your goal is to become as skilled and professional as possible. You have made a total commitment to your profession and it is reflected in every action you take and every task you perform. While your colleagues and competitors are always looking for an easier way to get their job done by reducing the amount of service they give, you are perfecting the skills that will make you a major league player in your own game, the game of selling. Your confidence goes deep because you have earned it by attending sales meetings with enthusiasm, investing in time beyond your company training to improve your skills, and setting high goals and standards for yourself.
13. Persistence. Your persistence comes from being committed to your goals and your willingness to keep going when your colleagues and competitors would give up. When you are faced with an impossible task it does not stop you, but rather brings out the best in you. When most people fear something different, or some changes that have to be made, you see them as opportunities to improve, to learn something new, to develop a new skill. When it comes to landing a new customer you know that it can take time so you begin well before you lose a customer through no fault of your own and have to scramble around trying to replace them. You are always looking for new business, calling on new customers, getting referrals and keeping the pipeline full of potential customers. Your persistence and steadiness of purpose is the skill that makes you the most valuable and professional member of any sales team.
Well, how did you do?
If you are like most folks, you found a few areas that could use improvement. That's a good thing. Just imagine if you could improve each of the 13 skills just one percent each quarter. That would be a 52% overall increase in your selling skills. I do have a scientific based sales certification course that can make it happen. Add an intense half day sales seminar to kick it off and you have a guaranteed solution that will stop the bleeding and get you back into double didget growth.
www.BobOros.com 