As sales professionals we have an opportunity to do the right thing…or the wrong thing…with every contact. That means every action and word matters. Last week I asked sales pros and managers to share some of the rights and wrongs from their experiences. And I narrowed down the list to share with you the top three Always and Nevers of sales.
- Listen. Talking doesn’t get you very far for very long. The ability and willingness to be a great listener and to hear words, intentions, fears, and excitement is what matters.
- Prepare. The level of preparation depends on many factors but the need to prepare is a definite always.
- Focus on your customer. The acronym I use for this is WiifT – What’s in it for Them. It’s a mindset with specific actions throughout your sales process and relationships. Focus on them in every way and you succeed.
- Lie. Not much more to add to this one. Never lie is NEVER lie.
- Assume. Heard the old adage…when you assume you make an A_s out of U and ME? Making assumptions creates lost opportunities, sales and relationships.
- Posture yourself above them. Yes, you are an expert in what you do and they are not. Yet when we are side-by-side with our buyers we are better off in the long run than being over them.
It seems we complicate what sales is…and boiling it down to 3 always and nevers will ALWAYS help us NEVER fail.
And some Exciting News! My article on Recession Proof Your Sales is a nominee for the Top 10 Sales Articles for last week! You can check out all the nominees here.