Procrastinate (verb): to grab a cup of coffee, visit with a colleague, read one more blog, review your call sheet, one more time, go to the restroom, rehearse your script…Sentence: No successful sales days begin when professionals procrastinate! Who remembers learning new words with this method? Unsurprisingly, bad habits are learned in a similar fashion. On the other hand, positive results are also achieved by applying proven structures. For example, storytelling communicates practices that become part of successful cultures. Persistence evolves into new habits. Eventually, creating a positive narrative to start the sales day inspires successful sales professionals and positive results. Such results begin with the first call.
With so many internal, external, technological and administrative distractions, getting to the first call can be tricky. Simply, remove your ego and your emotions, then start. Launch the day with purpose. Rockets do not leave the earth without ignition. Likewise, stratospheric sales results do not start without the initial thrust, the first activity. The first call represents the majority of the energy required to launch. Then, the resulting momentum continues as a result of the initial thrust.
To generate significant sales results, preparation is equally important as execution. If scripts are part of the process, then they must be learned. Proper training on CRM applications must be completed. Prospect lists must be available. Industry-specific intelligence must be utilized. Most importantly, fearlessness must be engaged. Despite the enormous amount of details that fall under these steps, fundamentally success relies on execution in connecting with prospects in order to communicate value to the next customer.
Obviously following the first call, a second call happens. Moving from one opportunity to the next one involves establishing a process. The process is necessary for accurate recordkeeping and preparing for subsequent sales activity. The successful professional benefits from repeated processes to establish a routine. The routine empowers the sales pro to spend more time interacting with the marketplace and less time repeating efforts to gather information. By establishing and trusting the process, successful professionals spend more time producing their most valuable output. Time is spent making sales.
Whether the process is designed by the organization, or left to the devices of the individual, process fidelity is important. It creates consistency in minor tasks to deliver maximum efforts toward the major tasks, which are generating more sales. An essential component of establishing processes is identifying the most value enhancing activities in order to spend the most time with them. While preparing today’s first call is important, maximum sales results are a byproduct of executing processes that communicate with the most future customers.
Business development success is a process. The process features preparation, confidence and action. Then, like any process, success requires that you trust it. If the process proves to be unsuccessful, then modify or replace it. During spare time, research other processes until finding one that appears reasonable, and then implement. Many roads travel to sales success. Engage storytelling around the product or service that converts prospects to customers. Speak directly to their emotional benefits along with practical solutions! Networking internally and externally unearths opportunities to obtain best practices to reveal specific needs. Launch proven processes with confidence and tenacity. Show fidelity to them to generate the desired results. Repeat those last two steps until achieving personal sales goals. Launch now!
By Glenn W Hunter
Principal of Hunter And Beyond