Traits of Top Salespeople

"Top salespeople are goal-oriented: they set high targets and goals."

Month: June 2018

What’s at the next exit?

What’s at the next exit?

Most of us in the sales profession drive a great deal. Your territory may be named accounts in your city or maybe a geographic patch within the city. It also could be several states in your area.

No matter the size of your territory, you probably find yourself driving down the highway. During those long lonely drives when you are burning up your cell phone plan, you might get hungry or thirsty or need to visit a clean restroom. The more you drive your territory the more you learn the best exits to stop at. However, what do you do when you are driving an unfamiliar route? Or maybe, you are in need of a Starbucks. Or maybe, you are hungry for a particular brand of hamburger and don’t want McDonald’s but instead, you want Whataburger or In-N-Out Burger.

You could always do a search on your mapping application on your phone. But that isn’t especially helpful because as smart as your mapping application is, it doesn’t give you destinations in the direction that you are going on the highway. What good is it knowing that Starbucks is five exits the wrong way?

Put iExit on your smartphone. You will love it if you drive down the interstate regularly. Open the iExit app on or near any interstate nationwide and watch the magic unfold. It finds you automatically, shows you exits ahead, and allows for easy searching. Your GPS will tell you how to get there, but iExit will tell you where to stop along the way.

The app offers a directory of services and businesses within 1.5 miles of the next 100 exits you will pass. This eliminates much of the guesswork that goes into road trips. Should you stop here, or will there be better food coming up? How far is the nearest gas station? Will there be a hotel in about half an hour? Now you know.

In addition to hotels, restaurants and gas stations, iExit will locate rest stops, campgrounds, RV parks, hospitals and diesel fuel. If you tap on the icon for each service or business, it opens with more details.

So the next time you are hurting for a Starbucks, open up iExit. Put Starbucks in the search window and you will be rewarded with every Starbucks convenient to the highway for the next 100 exits.

The app is available for an iPhone as well as Android.

I don’t get paid to recommend iExit to my readers. I am simply a fan and I use the app all the time.

Does your prospect trust you, your company, and your product?

Does your prospect trust you, your company, and your product?

More than your understanding of your customer’s needs and goals, your top priority in sales is to have your prospect trust you. In fact, your prospect needs to do more than just trust you personally – your prospect needs to trust you, your company, and your product.

It is possible that generating trust is the most important thing that you need to deliver. Let’s face it; you already believe that the combination of you, your company, and your product is a superior offering to your competitor, your competitor’s company, and your competitor’s product. You need to convince your prospect that they should trust your opinion that your trifecta of the three is superior to all of your competitors.

This is not easy. You may have to go to great lengths to engender that trust. You may have to prove the financial stability of your company. You may need to prove that your company has excellent support. You may have to prove the applicability of your product to your prospect’s needs. There is almost no end to the number of things you may have to prove to your prospect.

What you definitely do not want to spend too much time on is that you are a trustworthy person.

It is easy to undermine that you provide value. Proving that you are not a liar is not easy. For you to show that you are not a jerk can seem easy, but in reality is difficult to do. It only takes one slip up to destroy your credibility. All you have to do is:

  • Tell one lie.
  • Offer one misleading truth.
  • Exaggerate just once.
  • Make one inappropriate comment.
  • Look unkept and disheveled once.
  • Miss one commitment.

That is all it takes. One slip up and you could be relegated entirely to untrustworthiness. It is simple. It is easy. You screwed up, and now you depend on your product and your company to beat out your competitor’s trifecta of his company, product, and salesperson. This reputational damage is a huge disadvantage. Your inability to engender trust in yourself puts your entire sales effort at risk.

Being a salesperson is extremely difficult, and this is one one of the biggest reasons for failure. You blew it. You proved that you were not trustworthy. Sure you can blame your company, your product, or your prospect, but in reality, it is your fault. You were not on your best behavior at all times. You may not even have noticed that the prospect stopped trusting you. Most of our prospects are just too polite to tell you that they question your trustworthiness.

How do you fix this problem? Simple. DON’T!!!!! Don’t put yourself in the position of not being trustworthy. Don’t allow the prospect to think that you are not fantastic.

  • Don’t ever lie.
  • Don’t ever tell a misleading truth.
  • Don’t exaggerate.
  • Don’t ever make an inappropriate comment.
  • Don’t look disheveled.
  • Don’t break a commitment.

You should ALWAYS be on your best behavior. Don’t screw up. Yes, this is hard, but it is the easiest way to fail as a salesperson. Destroying your reputation with the prospect is the easiest way for you to eliminate yourself from consideration and not to eliminate your competition.

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