Keep the Drive in Your SalesPosted: May 30, 2013
As I have mentioned in previous blog posts, businesses can be won or lost based on the drive and perseverance of the owner. When it comes to sales – it is doubly true as sales success does not come easy, and without a positive attitude, drive and shear tenacity, many businesses fall short of their goals.
Success in sales is about determination and often involves taking the lows in stride. Perseverance can be defined as the “steady persistence in a course of action, a purpose, a state, etc., especially in spite of difficulties, obstacle, or discouragement.” (www.dictionary.com, 2013). After 30 years of industry experience, many of which have been as an advisor to business owners, I know that success very seldom comes without the difficulties, obstacles, or discouragement.
In the SMB world, it is easy to think that your sales problems are based on your sales people, marketing materials or a shift in the industry, but the root often lies not in these areas but in your sales plan. Create a sales plan of action – e.g. call clients once a week, visit clients once a month, invite them to events, etc. In my experience you gain powerful sales when you dig deep, find the tenacity you need to pick up the phone and chase the contacts you want.
Here are a few tips to help you keep the drive in your sales:
- Clearly target your potential clients
- Do some research to better understand your target audience
- Make sure you have an appealing offer or service they would be interested in
- Tie your sales goals to appropriate activity levels
- Decide how you are going to make contact e.g. emails, calls, personal meetings, webinars, etc.
- Plan your sales days – set a routine e.g. every Tuesday I will make 25 calls from 10am to noon.
- Always smile on the phone when you are giving your pitch. You’d be surprised but you can actually “hear” a smile.
- Expect that there are ups and downs in the sales cycle and don’t be discouraged
It is always easier to give up and walk away from something instead of facing it head on. As a business owner, giving up should never be an option. Your first instinct should be to ask yourself how you can push through and come out stronger on the other side. Once you have an answer, then you must put it into action!
What do you do to keep the drive in your sales? How have you overcome the lows in the sales cycle? Let me know in the comments!