3 Things that Great Salespeople Do
Failure in sales rarely has anything to do with the product or the company. It's got a lot more to do with three things that are imminently within your control.
The bad news is, you've got nobody to blame but yourself. The good news is, with a little soul searching and some discipline, you can turn frustration into real success.
1. Understand Your Purpose
I've talked about this before, and this is not a new concept.
If you don’t have a clear understanding of your purpose and your role as a salesperson for your company, then you need to start there. Yes, your job is to create opportunities and drive revenue, but think bigger than that.
· What is the larger role that your company plays in the betterment of your customers future?
· How can you help further that deal?
· How do you improve the lives of all those involved?
Answering those questions will help you refocus your efforts. When you can align those efforts to something greater than the concept of a simple transaction, there is immediately more gravity to what you are doing. That sense of importance makes it much easier to keep going even when the chips seem like they’re down.
2. Get Your Priorities Straight
Nothing derails a sales process quite like Shiny Object Syndrome. You know exactly what you need to do every day. The problem is, you’re not finding a way to do it. Oh, it’s not that you weren't trying. It’s not that you aren’t busy. It’s that you’re not spending the time you have on the things that are most important to your success.
Do you really need to live in your inbox, or is reacting (and contributing) to a constant flow of email a plausible excuse for not making more outbound calls? Are you really using LinkedIn for prospecting, or are you getting involved in petty arguments about the best way to use the platform? Are you really networking, or did you just use the event as an excuse to go to lunch with your friends?
There are a million and one distractions that are going to pop up during your day. These are but a few examples. Every salesperson needs to take a hard look in the mirror, and at their day, and recognize what the most important tasks to be completed are on any going to be. Then it’s up to one final factor...
When it comes down to it, you need to do the work. Salespeople are brilliant at coming up with reasons why they can’t, but the most successful people I know find a way to accomplish their most important tasks every day without fail. This is about more than just discipline, however. It’s just as important to know what those vital tasks are, and why. This triumvirate of factors acts as a big cycle. Why?... Then what?... Then how?... Then why?... Then what?... and so on…
Most salespeople fail because they cannot answer these questions. The most successful salespeople succeed because they’re constantly asking the same ones.