Judy Preszcator – Regardless of how long you have been in sales, your results are directly tied to your habits. To begin building new sales habits, you can begin honestly reflecting upon what you’ve done in the past. Then decide if it’s yielding the results you need.
Building New Sales Habits
In sales, there are eight crucial skills to focus on:
- Building relationships
- Business strategy
- Consultative approach & interview skills
- Asking for action (closing)
- Handling objections
Knowledge, Performance, Importance
To understand how successful you are in the above skills, break it down into these three segments:
- Knowledge – How well do you know how to succeed in each skill. For example, do you know how to motivate yourself even when things aren’t going well. Or do you understand how to qualify new prospects?
- Performance – How well do you perform or do the above skills. For example, are you intentionally setting goals and tracking then measuring the results consistently? Do you use technology effectively?
- Importance – How important do you think it is to be good in these areas to be successful in your job. For example, do you feel it’s important to be a problem solver for your prospects and clients? What about making a positive first impression on every call?
Your attitude is a perfect starting point, because your attitude impacts:
- If you’re open to changing habits
- How you show up
- How external circumstances can spoil your day
- Expectations in whether you lose or win a sale
- Your income
- Whether you keep trying or give up
There is a saying; if you continue to do what you’ve always done, you’ll continue to get what you’ve always got. There is a lot to think about so give yourself some time to decide what new habits you need to develop. Or which habits to improve upon, to get the results you need. Create a SMART goal to define what by when.