Your Sales Breakthrough
What actions are required to take your sales to the next level? It will be different for everyone.
The variations can be due to experience, personality and training. Many of the people I work with have a firm grasp of the product or service they provide. They may have learned techniques from various sales books they have read. Or, they may have been provided a “sales in a can” method from their company that is supposed to work for every salesperson regardless of their personality and experience.
In most cases, this type of training results in a robotic, going through the motions approach and they fail to make a real connection with the customer. This is just one of the reasons some companies hire salespeople with a few years experience. Other companies hire young salespeople right out of college so they can train them in the selling style their company has adopted.
One of my coaching clients contacted me this week to give me some great news. He had increased his sales thirty three percent in 2012. He also dramatically increased his income well into six figures.
When we first met, he was doing well but he was not where he wanted to be. Through the coaching process, we discovered some areas that could be improved. He was experienced and knowledgeable of his product, however, many of our coaching sessions centered on how he related and connected to his clients.
He credited the following actions for his success:
- He set a goal that he did not think he could possibly hit. He missed it by $135.00. Yes, seven figures in sales and he missed it by one hundred and thirty five dollars.
- He made a conscious effort to focus on the needs of his customer in lieu of his own needs.
- He credited the support staff at his company for doing a great job of taking care of the customer after they secured the business.
- He confirmed that the one-on-one coaching process provided accountability and a new perspective that he could not have achieved on his own.
Many lessons can be learned from this. Set big goals, bigger than you can believe, it’s not about you, take care of the customer after the sale and give credit to all the people who help you get it done. Lastly, when you are struggling, ask for help or hire a coach.
What is stopping you from your sales breakthrough?
Have a great week!
Pierce
