Every salesperson knows the feeling of staring at a big new sales goal and thinking, “This is impossible!” Your sales funnel isn’t full enough, there aren’t enough prospects, and you’ve already exhausted every lead.
How can you get more prospects when you’ve already called everyone you could?
Here’s a clue: When a prospect says no, it doesn’t mean forever. And if you went back through all of your calls and proposals from last year, you’ll notice many rejections aren’t a firm, final “No.” Your client might have said “not now” or “maybelater,” but you chalked it up as a loss and moved on.
You might dream of being the CEO of your own business someday. Maybe you’re already living that dream! Or maybe, you’re one of the many people with no interest in entrepreneurship?
You might love being a part of a big corporation that provides you stability, support, and an expense account. The truth is, a vast majority of salespeople work for a larger organization, and you only have to worry about closing deals.
The bad news—that perspective is holding you back.
You are employed by a company, but you should be running your business like you’re the owner.
So many people don’t allow their weekend to be a weekend. Why? I think people—especially salespeople—often feel like the weekend is our only opportunity to “catch up.”
We can’t get enough of our work done during the week—because work gets in the way! The weekend is blissfully free of all the meetings, phone calls, interruptions, and last-minute emergency fire drills that take over our week.
Do you feel like the only way to get any work done is to do it outside of work hours? We’ve all been there!
If you want to get further in your career, you have to grow. It’s just a fact! As long as you stay the same, you’ll always stay in the same place.
A salesperson who isn’t growing personally will see the same lack of growth in their sales numbers. Every year, the commission checks are stagnant (or less!), and goals seem forever out of reach.
The only way to grow as a person—and grow your sales business—is to invest in yourself. To reach long-term goals, there’s no other way! The money and time you spend on yourself always pay future dividends. Here are some of the best ways sales professionals can invest in themselves:
Every sales professional will face a wide variety of objections and obstacles during the sales process. But whether you’re trying to close a deal, or simply set up an initial meeting, there’s one fundamental obstacle that you’ll come up against time and again: The status quo.
Never underestimate the power of the status quo. As a salesperson, it will always be your biggest competitor. Humans don’t like to change—even if we’re unhappy!
People will make any excuse to maintain the status quo and avoid change. From a prospect, these excuses look like these:
I’m a big believer in goal setting (like an Olympic Gold Medalist believer). Whether it’s in your personal life or your sales career, you need a goal to measure your success against and keep you motivated.
Every sales professional needs to set (and revise) business goals. Even if someone else in your organization is setting revenue goals for your team, you need to do your own personal goal setting—to make sure you’re working toward where you want to be. It’s critical to your business success.