Your ego needs to calm down in order to build long lasting business relationships. Continually check on the intent of your conversations with Customers, as it relates to enriching your ego, and focus on Customer’s needs first. You don’t get rich by being right, you get rich by helping others achieve their goals.
Your Customer’s decision to buy is created at a certain level of accumulated trust. Weave into sales plan select activities that increase your trust to your market, Customers, and prospects. Be genuine and transparent in your trust building; it is very difficult to rebuild lost trust.
Be prepared to describe your value to your market in no more than 20 seconds. That value needs to include your industry, product-benefits, your company and “why me” messaging. The goal is to project a feeling that elicits a positive reaction; a positive reaction is a good indicator that you should solicit a follow up.
Your Customer cancelling an order is one the worst case scenarios that could possibly happen especially if the order has already shipped. A revenue reverse event occurs following a cancellation; both your commission and your Company’s revenue. Meet with your manager and work on containing the issue and try reversing your Customer’s decision. This scenario will test and fortify your sales process, and give it your full attention.
Opportunities are your ultimate source of revenue that enable you to retire and exceed your quota. You can never have too many opportunities in your funnel; and you need to continually scrub each opportunity and properly position them in your forecast to your manager for joint review.
Goal setting is about achieving or exceeding your stated goal. If you find yourself missing your goal, confer with your manager and modify your sales plan accordingly. Remember, you don’t need to achieve all of your goals, but you need to retire your quota and your sales performance is measured by this metric.
Actively listen to your Customer’s needs and concerns. If you speaking doesn’t address them directly refrain from speaking. Keep listening until you have enough to package a deal that puts you in the game. Address objections and listen for ways to improve your deal or challenge your Customer.
Understand your value proposition at all times. Your value includes your product, company, and then you. Keep improving all three phases and your value proposition becomes more persuasive. Right answers are created.
Things get done based on priorities. Know your priorities, the first one is close the deal asap in a pushy but respectful manner towards others. Retiring your quota should drive you to a positive outcome.
Don’t lose alone. Important opportunities require management visibility; make sure to reflect the key constructs of your opportunity in your pipeline report and initiate a resource discussion with your manager. This is an exciting period in lifecycle of your opportunity.