Getting Better at Selling

Most all of us have gifts that we were provided.   Some of us are better at analysis. Some at speaking in public, problem solving, or working with people among many other skills. When we have a gift, I would think we would want to build upon that gift. I believe we would want to further develop that gift or skill. Let’s say you are great at sales within your business or company. I would think that improving upon that skill would be great for you, as well as the business. 

 Those that are professionals in sports (Football/Baseball/Basketball/Hockey) continue to train, develop, learn and get better every year. Yet, there are many sales “Professionals” that have never gone through formal sales training, or even read one sales book. I don’t know how you can continue to improve if you have no desire to further develop your skills. If one is in sales, and one desires to get better (Which we all should….), one should take action. Here are a few suggestions to consider:

• Develop a sales strategy for your business, or sales portfolio. The strategy should include your sales vision as well as your overall sales plan for growth.
• Read a sales book or books. Anything by Zig Ziglar (Selling 101/Ziglar On Selling/Goals) or Jeffrey Gitomer (The Little Red Book of Selling/The Little Gold Book of Yes) would be great starts.
• Sign up for sales training. Training should be part of your annual routine. No matter where you are in your sales career, if you are not training and developing your skills you are not moving forward or getting better. Training will help you with your sales strategy, sales plan and selling process.
• Develop sales routines. This will help you be more efficient and effective with your time. Have a process to building your sales plan, making phone calls, setting up meetings and preparing for presentations. Routines will help you with your processes, your confidence as well as your results.
• Practice Your Presentations and Proposals. This is similar to athletes practicing running plays. Practice your presentation delivery, overall program package(s), answering potential questions.
• Anticipate Objections. If you are not new to the business, you already know key questions and concerns that many clients may have. Be prepared to handle those objections with confidence. Work to anticipate any objections around price, quality, service, and timing of product delivery or installation as appropriate. Be prepared to assure clients so that you can move forward in the closing process.Schedule a Consult for our Superior Sales Program HEREAbout Mike WilliamsMike has been the owner and President of The Growth Coach of Northern VA since June of 2015. Mike provides strategic planning, business development, and sales training to business owners, corporations, executives, and sales teams. Mike’s diverse business background and experiences make him uniquely qualified to work with businesses of all sizes, to help them achieve and exceed their goals.Meet Mike Williams