These behavioral shifts will build your business.
Have you ever heard someone described as a natural-born salesperson? It’s a common misconception that some people have an innate magic touch, but the fact is that selling is a skill like any other. Those that master it, however, develop intentional habits that empower them to reach their goals every day. Here are three proven ways that salespeople achieve success in their field:
Also known as the Pareto Principle, this mindset focuses on the 20% of your work that yields 80% of your return. Simply put: More isn’t better. Every day, schedule your time around the customers and relationships that are most likely to produce results, rather than trying to give equal time to every lead in your pipeline. One way to do this is to define your ideal customer: the type of person you’re best positioned to help. With that picture in mind, you can target your marketing to your strongest base and evaluate leads to see where you should invest your time.
Everyone wants to be the best in their field, but what does that look like? How is it measured? How do you get there? Broad ambitions need to be framed in specific terms, and that means setting goals that are Specific, Measurable, Achievable, Realistic, and Time-bound. To smarten up your goal of being the best in your field, you might say, “I will close [number] sales and create [number] new referral partners by Q3.” Post your SMART goals where you can see them, and set aside time every day or week to focus on work that will move you toward those goals.
Social media, customer referrals, and public events like homebuying seminars or chamber of commerce meetings are rich sources of new leads, so long as you’re always in the mindset of adding those people to your database. Set some SMART goals for capturing new leads, then follow the 80/20 rule of focusing on your top 20%. Keeping your lead pipeline full is the best way to make sure that at any given time, you have a high-quality 20% to focus on, and that translates to steady sales.
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