I recently shadowed my client, a loan officer, in a first-time home buying seminar. She had a group of prospects interested in getting pre-qualified with her, but she was bound and determined to get through every single piece of her presentation before moving on to next steps.
She went through slide after slide—I’m not exaggerating when I say she had 20 slides of testimonials—and the longer she took to get through those slides, the more her interested buyers were showing signs of disinterest. But because she was so locked into finishing her presentation, she wasn’t paying attention and didn’t see any of it.
Most salespeople know the importance of creating a personal vision for the future. But far too many people focus on what they will have when their vision is realized. They think that having and doing what they want will, in turn, make them the person they want to be.
But a better strategy is to do it all in reverse! Work on yourself first, and the rest will naturally follow.
Setting yourself up for success—both personally and professionally—starts with cultivating self-discipline and holding yourself accountable. The most effective rules, after all, are the ones you set for yourself.
For me, a huge part of making sure I’m achieving everything I want to do in this life is sticking to those self-set rules, which I call my non-negotiables. These are the key things that I know I must do in both my work and personal life to reach the goals I’ve set for myself. Stick to your guns on these, and you’ll see that over time, your routine will become habit and you’ll be powering towards reaching those cherished goals.
These are the items that get done, no matter what:
We all know it, and we all dread it: the lost sale. They said they wanted to buy, and now they don’t. Or a current client wants to cancel. And you can feel all the time and effort you spent going down the drain.
The knee-jerk reaction here is to immediately defend our products or services and talk about how great they are. We try to “fix it” and convince them to stay with us or to stay and buy. But what’s even more important than that is that we learn how to listen.
Meetings are an inescapable part of doing business. But they’re also one of the biggest sources of wasted time and money when run inefficiently.
I recently attended a sales meeting where the manager printed out every email he’d sent his team that week. He began by spreading them out on the conference room table and reviewing each one. As I watched his entire team painfully sit through this bizarre crime scene reconstruction of their week (during prime prospecting time!), I estimated that he wasted $1,500 of his organization’s money.
You only get seven seconds to make a positive first impression on someone. And for a sales professional, first impressions are make-or-break; it’s vital that you know what you should be doing when you’re standing in front of a prospect.
Mastering your body language is the first step towards making a great first impression, as it focuses on quite literally putting your best foot forward.
We’ve all heard that “time is money,” right? Well, it’s true. And most of you probably know that determining the value of your time can be the first step in becoming a more effective professional.
You may have even tried using your hourly rate to make better time management decisions. But if you are a salesperson, you’re selling yourself short when you calculate the value of your time using the traditional “hourly rate” formula. There’s a much better way.