The Keys to Being a Successful Salesperson
Although I haven’t found a blueprint for selling a particular product or service yet, there are many things that helped me become successful in the merchant services industry. I’ve had the opportunity to work with some of the most successful salespeople in the world who have influenced my drive to succeed in this industry. Based on my experience, here are the steps I follow as a sales person on a daily basis to help minimize distractions and maximize my time.
1. Organization: Planning is the first thing any salesperson must do. I create a weekly and monthly schedule, with short-term goals for the week and long-term goals for that month. I write down these objectives somewhere I can reference them as much as possible. I read them often and check them off when completed. An extremely strict schedule helps develop the most accomplished salespeople.
2. Prospecting, prospecting and more prospecting: This is the secret sauce to becoming a prosperous salesperson; the “P “ word! You must be prospecting consistently, this means talking to people… Every. Single. Day. NO MATTER WHAT. It doesn’t matter how many deals you land or how many follow-ups you have in your pipeline, keep it filled with new prospects.
3. Creating Scripts. Most people think having a script means you will sound like a robot. This is the furthest thing from the truth. Having a well-written script and internalizing it, is paramount to selling. This can be done by transcribing them on paper, chanting them and re-reading them out loud on weekly basis. A script is also a good reference point to have when a prospect throws you off by asking a question or expressing a concern. After answering it, you can go right back to the script.
4. Objection Handling. Knowing what to say and how to say it when handling an objection is extremely vital to completing a sale. Typically, prospects have the same five objections 95% of the time. Becoming an expert in handling these will transcend your closing ratio. Practice these difficult scenarios with a co-worker. I role-play objections about three times a week for about 20 minutes with different partners in the office, to help prepare me for any situation. Remember, an objection is just an unanswered question in the mind of the prospect.
5. CLOSE X5. Sometimes, the hardest thing to do is the most important thing to do. For a salesperson, it’s asking for the business. Close a minimum of 5 times on every call. You are going to find out most of the time, you will not get the sale until after you ask 5 times. I’m not a Dallas Cowboys fan, but I think we can all agree, Cowboys Owner Jerry Jones, is a thriving salesman. In a recent interview he said “The five most important things a salesperson can do is 1) ask for the money, 2) ask for the money, 3) ask for the money, 4) ask for the money and 5) ask for the money.” Don’t be intimidated by your business. Be a “closer” and ask for the business.
I have been very successful in following these five steps, taught to me by some of the most successful sales people and coaches in the world. Obviously there are other things that are needed to become an accomplished salesperson, for example, developing an online presence or nourishing industry partnerships. But remember, it ALL starts with a simple conversation. If you are interested in a role-play partner or need help writing a script, I would be more than happy to answer any questions you may have. Also, if you ‘re interested in staying active and engaged as a payment or sales professional, I encourage you to join my Payments Mastermind Group on LinkedIn. Please call Integrity Payment Systems at (847) 720-1125 or e-mail me directly at [email protected]
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