If you are in sales, have you ever wondered why you can’t seem to increase your sales results? There has to be a way to get predictable results! Right? The answer is yes; you can produce predictable results. In order to produce such predictable outcomes, there are three key components every sales person must consider to grow a business.
The three key components to grow any business are:
- Generating Leads
- Setting Appointments
- Converting Leads into Sales Presentations
Each component is a vital part of growing a business. It starts with generating enough leads or contacts of individuals who are in the target market and who would benefit or are interested in the product(s) or services a salesperson is selling. Without leads, a sales person would not have anyone to present their product or service! Next is setting up the appointment that creates the opportunity to present the product or service to individuals who would benefit and possibly would want to buy. Last but not least is the part where leads convert into sales presentations. These three components are the stepping stone in any sales process, and one would not work without the other.
The sales industry is one of the best industries to be in, with unlimited income potential and a lifelong job security. Salespeople are in high demand because every business needs salespeople to sell their products. Without salespeople, businesses would not be able to operate. Being in sales in not a bad thing, even though many feel bad or embarrassed about being in sales. Instead, be proud to be a sales person because you do can make a difference in people’s life’s with the products or services they are selling.
Every year more and more people start a career in sales. Unfortunately, many also quit the business because of one major obstacle: they don’t know how to sell! You see if you know how to sell and you know about the sales process, you have the potential to make a substantial amount of money. But the majority of salespeople start in sales with limited knowledge of how to sell. Their employers give them some basic training on what to say to prospect, and then they send them out with these words:
Go make a lot of calls and talk to as many people as possible since eventually someone will buy.
That’s just like throwing mud on the wall. Some mud sticks, but most of it falls off.
It’s the same in sales, if you talk to people without the knowledge of
- how to approach them,
- what to say,
- figure out what their true needs are.
You are throwing mud on the wall. The majority of people say: “I’m not interested.” Occasionally you do get to make a sale but that’s probably because the prospect wanted what you were selling.
Selling is not always easy. If you’ve ever struggled in sales before, I can understand and relate to you. At the end of the day, in sales, you have to know how to sell. You have to know about systems that can assist you in the sales process. You have to know
- what to say,
- when to say it,
- how to close,
- how to handle objections,
- how to set appointments,
- how to build trust and rapport.
These are all skills that you have to know to be successful.
You also have to decide if you want to become successful and do whatever it takes to get where you want to be, meaning there will be sacrifices that you have to make to get there.
However, if you are not willing to make those sacrifices and take action, and you rather continue to argue for your limitations, guess what’s going to happen… you get to keep your limitations.
Fortunately, selling is a learned skill! If you want to become successful in your sales career, you have to do is learn new skills. Then practice, practice, and practice some more. You should be able to generate leads, book appointments, and convert leads into sales. Once you learn new sales skills and consistently apply these skills, you will quickly see a tremendous increase in not only your sales results but also your confidence and self-esteem. Nothing feels better than success, and anyone who sets their mind to it and does what is necessary to improve their skills can become successful.
Kay Sanders is a Sales Acceleration Coach who helps Network Marketers and Sales People to increase their sales results and take their business or sales career to the next level. Visit http://www.embracingsales.com for more information or to schedule a complimentary coaching consultation.
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