A Positive Sales Process for Professional Salespeople!
P lanning
O pportunities
S electing your target accounts
I mpression
T racking their needs
I ntroducing the right solution
V ictory; earning the business
E ngaging in long lasting relationships

 

Thank you for checking out this edition of the Excel Training Tips and Techniques. We would like to continue you sending you valuable training tips, developed from personal experience. We are confident that these proven techniques will have a huge impact on your continued success, should you put them into practice.

We will be sharing excerpts/tips from the new P.O.S.I.T.I.V.E Sales Process from our professional sales training program. Anyone in sales is sure to benefit from these tips. Some of the tips that you read may make you say “Norm I already know that.” My response would be “Great, now how well are you doing it?” Sometimes we just need to be reminded of what we already know!

This edition, our focus is on Planning. There is just no way around it these days. If we want to be successful in anything that we do, we need to be prepared. I hope that you agree. Just like a professional athlete or any professional, we as salespeople need to prepare for our success. If we truly want to create a competitive advantage with new and existing customers we must be prepared every time. Sure, there is something to being in the right place at the right time, and of course, sometimes opportunities just show up. However, if we are not planning for our future opportunities it is not that likely that our current situation will change.

Here are some planning tips that I personally recommend.  I guarantee you that if you implement these tips to refine your current process you will see positive results!

PLANNING

Daily planning:Write out a daily plan; not rocket science I know! However, I am consistently amazed with the vast number of salespeople I meet and train who are not managing and prioritizing through a daily plan. I would venture to say that approximately only 40% of people are working with a daily plan.

Tip: Update your current planning system: begin writing down your daily tasks and cross them off as you complete them. You will increase your efficiency, you will reduce your stress levels and you will be more successful.  This is because when you have a list of tasks that need to get done you can more easily focus on key priorities allowing you more time to invest in the areas that you need to concentrate on.  By focusing on your priorities and checking off accomplishments, you can literally see yourself moving forward.

Plan time to prospect everyday:Today’s preparation is tomorrow’s success. Develop your phone script, know your prospects. Be prepared to contact past prospects whose business you didn’t get; our marketplace changes daily and we need to keep up!
Ask yourself these questions:

1.    Are you assessing where you are now?
2.    Are you making time to build your list of prospects and developing your plan?
3.    Where are you going? And how are you planning to get where you are going?
4.    Will your same behaviors and planning processes get you where you want to go?
5.    Do you need to reassess your planning process?
6.    Are you making time to create your action plan?

 

I hope that you make the time to print off these tips and implement some positive changes in your daily planning. Please feel free to contact me if you want to learn more about our new sales process, or if you have any questions, at 403-230-2330 or nrose@excelsalesconsulting.com.

Thank you,

Norman Rose