Take the Time to Prepare

posted: Friday, June 15, 2012

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Every NFL team in currently going through their off-season activities as they prepare for the upcoming season, and that got me to thinking. Success in any field, sales included, does not just happen. It happens when people prepare for it.

I'm sure there are more than a few people who believe that salespeople just show up, wait for people to come in, and start selling. There are some who probably try to do it that way, but they are not going to reach their maximum potential. The exceptional salespeople prepare for every single day, and here are just a few things to think about as you prepare.
  • Stay up on your product knowledge – We live in a world that changes rapidly as do the products we sell, make sure you are up-to-date on all of the changes. Your customers are coming to you as the expert; don't let them down. 

  • Review any specials or sales – If you work for a company, chances are very good that they run different sales and/or specials. It is up to the salesperson to understand how each of them works, and how they benefit the customer. 

  • Review closing techniques – There's no need to do this one on a daily basis, but every now and then take a minute to remind yourself of different closing techniques. 

  • Walk the sales floor. Every day before you start your shift, walk around the sales floor to see if any changes have been made--new merchandise, displays that have been changed, etc. You look really ignorant when you walk a customer over to some merchandise, only to find that it isn't there anymore.  

  • Stay up-to-date on paperwork – It's easy to get behind on paperwork such as thank you notes and productivity reports. There is no set system on the best way to do this, but find a way that works for you and stick to it. If you get behind on your paperwork, eventually you are going to have to catch up and that takes time away from selling. 

  • Make your follow-up calls – Schedule time to make any follow up calls that you need to make. The follow-up calls are important and should not be made in a hurry, or as an afterthought. 

  • Memorize your prices. Take a few minutes everyday to study the merchandise and memorize the prices. Customers will be impressed when you don't have to look it up or physically check the price tag.

These are just a few things to remember as you prepare for each and every day. The field of sales is very competitive, as we all know, and if you aren't prepared, then you may be left behind. Taking time to prepare beforehand will lead to success!

FINAO – Brad Huisken

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