Today’s Sales Tip – 3 don’ts to make 2018 Awesome!

Today’s Sales Tip – 3 don’ts to make 2018 Awesome!

There are many things we could be doing or shouldn’t be doing everyday to make our lives better. These 3 will make your personal and professional life better each day.
Don’t compromise your Integrity
Though most of us say we would never do this, we do it all the time. Whether it’s loosing our temper on the road when other drivers cut us off or we lower the price of our service or product at the first objection from a client or prospect. Don’t comprise your Integrity. To often sales people will just offer a discount, upgrade or just completely roll over on price. If we do that, we comprise our value and our integrity to provide something other than just a price discount. When this objection comes up you need to understand why it is coming up and offer to remove services or a longer delivery time, but make sure give a little to get a little. You can only do this if you completely understand what is motivating the conversation.
Don’t give up, failure is an opportunity to learn
As sales people, we deal with failure a lot. The most successful sales people, like great athletes, have short term memory when it comes to failing. If someone hangs up on, go to the next call. If you get 10 people hanging up on your, learn from this and change your approach. As Bill Gates said, “It is fine to celebrate success but it is more important to heed the lessons of failure.” I say, celebrate all the wins! But learn from all the failures, that’s how you succeed at anything in life.
Don’t end a meeting without a summary
All to often, we skip summarizing the meeting or call. We skip it for many reasons, but most commonly it’s because we don’t practice the skill of summarizing enough or we just think we got it and have moved on to the next call. This is very dangerous, most importantly because we miss an opportunity to have the client or prospect to confirm what we think heard is important and we have no way for the client to expand on points we captured. Make a commitment to yourself that you will summarize every call you have, whether it’s a cold call to set an appointment or the closing meeting after an 18 month sales cycle. You will reap the benefits when you get your commission check!

By being aware of what we are and are not doing, we can accelerate our path to success. Keep practicing, learning and that is how you will grow professionally and personally.