Back To The Basics!

posted: Friday, August 28, 2009

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As we all know, even the top salespeople hear more "no's" than "yes's". So it's not unusual for all of us at one point or another to get frustrated, or even down on ourselves. This is especially easy to do when times are tough. That is what I would like to touch on today, not only getting through tough times, but also learning from them and coming out a better salesperson on the other side.

The most basic recipe for get through a "slump" is by going back to the fundamentals. As salespeople's careers evolve, we tend to forget some of the basic skills that we've learned and revert to taking the easy way or the lazy way. When things are going well, everything seems to work and tend not to challenge ourselves. In the midst of struggles, there is nothing better than going back to the things that were always successful. In other words, focus on the basic principles of selling. Listen, never interrupt, give the customer your undivided attention, ask questions, and focus on the emotional side of the purchase, not just the technical. Remember, to take the time to make a friend in addition to making a sale.

Recall what worked in the past and why it worked. Focus on the little things that maybe you forgot about. Chances are you will remember simple things that you probably thought you were still doing. Some examples include using the customer's name, focusing on not only features, but benefits as well, asking the right open-ended questions, or simply listening to what the customer wants.

It is natural, especially as we get more time in the industry, to take short cuts. Now isn't the time for shortcuts. It is the time to work harder and smarter. Every opportunity that you have to make a sale is of monumental importance. If you can't sell the customer then be sure you are giving a fellow salesperson an opportunity to try to sell them. Institute a solid, customer service driven, turnover program. Master the fundamentals, practice, practice, and practice some more. You may have had them mastered in the past; now it is time to revisit them.

Go back to the basics and have some good days. One good day will lead to another one and before you know it, it has been a week and then a month. There is nothing that restores confidence faster than success.

FINAO - Brad Huisken - IAS Training

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