7 Areas to Improve for Better Sales Life – Part 1
Hey there, I’m back with another blog video that I filmed at the Opera House in sunny Sydney. Just a heads up, when we were cutting his video up, I just realised that it’s way too long, so it’s going to be a two-part series. Last week, I talked about the importance of being deliberate, about being better. I also shared the six areas of life that I believe we need to design if we really want things to be better. ‘Design’ might seem like a strange word, but the point I’m making is that you need to take control and design the way that you want things to be — if anything’s ever really going to change. Now, Thoreau said ‘things don’t change, people change’, and that’s the point. If you want the things around you to be better, then you need to commit to being a better person in those six areas of life.
But today, I want to talk about you and your sales life. Now, the question I have for you is, what are you doing this week that’s going to make your sales life or your life in sales, better? So in the next few weeks, I’m going to make my Sales Growth Blueprint book available for free. So please keep an eye out for the e-book. But here’s a quick preview of the seven areas of your sales life that you can improve to make the rest of your life so much better.
1. Tell a compelling story
Now the first is, your ability to tell a compelling story about the product or service that you sell. You see, the more passionate you are about the solution you sell, and what it does for your customers, the easier it is to get out of bed, and the easier it is to sell it.
2. Smarter targeting
Now, the second is smarter targeting. See the right prospects, customers and third-parties. There’s nothing more painful for a salesperson, to doing all the right things, for all the wrong people. So, improve your targeting, and you improve everything about your sales life.
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3. Persuasive lead generation
Now the third is a persuasive lead generation. Now, if you’re one of those lucky sales people that gets a 100% of your leads from the marketing team, then you are very lucky. But for the rest of us, that have to hustle and generate a significant number about own leads, be more ethically and deliberately persuasive in this area, can improve your lead flow by more than literally four to seven times. Imagine a sales life with that much lead flow.
4. Persuasive proposal strategies
Now, the fourth is persuasive proposal strategies. Let me tell you a real story about a client. So a big four bank asked me to review the way they’re proposing a financial solution to their customers, just to see if they were making any persuasion mistakes. So they clicked a bunch of information into a computer, and up would pop up a screen that provided all the terms and conditions for that customer’s particular situation. Now, at the top of the screen, it actually said fees and charges. So what were the bank salespeople saying to the customers? Well, you guessed it, “Thanks for waiting, Mr. or Mrs. X. I’ll just take you through the fees and charges.” Now, what do you think happens mentally when we hear the words “fees and charges?” Well, once again, you guessed it, people turn on the negotiation in the attack part of their brain and they turn off their listening and relationship part of the brain.
Now, this is a really simple example. But the point is, they’ve been making that mistake and over 10 others just like it for more than a decade and no one had noticed. And the day after we fixed this, and the other mistakes, they had a record day of sales.
Those are the first four areas you need to focus on for a better life in sales. Check out the next part in the upcoming weeks and make sure you’re doing something this week to improve on one of these areas.