Christmas is just around the corner, and most of us are already starting to worry about buying gifts and planning Christmas Eve dinner. Meanwhile, sales reps around the world have other concerns on their minds.
Along with Christmas comes the end of another month, another quarter and, most importantly, another year.
We've put together these five phrases that will help keep the sales spirit alive as you work hard to hit your year-end quotas.
1) The customer always comes first
The negative impact of a customer converting as a result of a bad purchase decision is much greater than the impact of simply losing a deal. That's why it's essential to know the customer well and make them a priority.
Sometimes all it takes is asking yourself, "If I were the customer, would I choose us?"
2) The only way to recognize the value of our opinion is by valuing the opinions of others
When you make a statement or express an opinion on a sales call without allowing the other person to take in what you said and share their point of view, you miss out on a very valuable opportunity to learn. This attitude usually sends the wrong signal and makes the recipient believe you're not interested in their opinion. In fact, sometimes staying quiet can be the best sales negotiation tactic.
3) Failing now is better than failing later
Although we're all eager to make sales calls, we must first qualify sales opportunities before picking up the phone. As Donal Daly explains in this article, early mistakes are better than late mistakes. Identify the deals you think you can close if qualification shows that the prospect is a good fit for your product or service.
4) Perspective is the heart of communication
Perspective isn't just important: it's essential. In sales, it's the lifeblood of customer interaction, and it also helps you gain support within your own company. Without perspective, interference can arise that can affect sales or organizational speed.
5) Trust isn't conveyed by magic; it has to be earned
Trust is built on three pillars: authenticity, integrity and honesty. In sales, trust is built by promising only what you can deliver and delivering what you promise.
We wish you every success in reaching your growth goals. There's still time to start 2018 on the right foot with a strategy to reach your goals.
If you need a little help starting next year with a plan to get more sales, schedule a call here, and someone from our team will contact you to help you identify weaknesses and strengths in your digital strategy to attract new customers to your business.
Source: HubSpot
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