3 Easy Steps to Value Creation

How to Get Out of Your Own Way in Sales

Whether you are new to sales, a seasoned veteran, or managing a sales force you know that selling is as much an art as science. If you find you are discounting more than you should, look at the 'why behind your sales actions.' This is usually a case of buyer and seller not being on the same page when determining value.

In the build-up to a first meeting, there are details and tasks that shouldn't be delayed until you are between the reception and the boardroom on the day itself. All of your investment up to now and potential revenue hinges on this meeting, so it'd be inexcusable to go in unprepared.

Having found the business you were looking for and spent some time looking in from the outside, observing all you can, it's time to make contact. There's no time to stop, in awe of the bright lights, you need to move while the lead is fresh and your research is relevant.

At the start of the sales journey, the road can look a little empty. When previous success stories are left behind and what's ahead is all that matters, there's an understandable tendency to feel overwhelmed or frightened of the unknown. For the best sales professionals though, lead generation means new business and is seen as an opportunity.

How frustrating is it when you put in lots of hard work for little or no reward? Perhaps you've been working on a tender for a big contract only to see it cancelled, or awarded to a competitor? Or you've given a fabulous sales presentation, only for the meeting to grind towards its end with no sign of a sale? We've all been there - it's frustrating and time consuming. The dilemma - do you chase old 'maybe' business or spend more time generating new enquiries? Closing a Sale in 5 Minutes...

Zig Ziglar once wrote, "if you can't close, you are just a brilliant conversationalist." I would add to that if you can't close, you are just an unpaid consultant.

Do you love to win? More importantly, do you HATE to lose? When it comes to a sales cycle, are you focused to winning the deal, at times at any cost and refuse to give up even when the odds are stacked highly against you?

If you are serious about changing your career and your life, then get in the practice of working on your mental attitude first. Adopt these 5 mental attitudes of winners to powerfully change your ways of thinking and to permanently change your results.

Gone are the days of the fast taking, hard closing sales rep. If you haven't changed with the times, it's high time to take a long look at your career and to decide what is best for the rest of your sales career.

Most sales reps don't know how to listen to their prospects and clients, and this is why they have such a problem closing them. Use these three proven ways to improve your listening skills and watch your sales and income improve as well.