Last week I covered my top 3 things that I think drive a great salesperson – this week we look at 4 more.
If you missed last week – read it – HERE
4. Recognize and Encourage Initiative – no matter who did it!
This is another real world example from a workplace where one of the Producers came up with an idea to sell a service we had, that no one else in town offered… Podcasting using professional equipment. With a producer providing the mix. Brilliant idea for a rarely used studio! And she was quite rightly rewarded for bringing extra money in to the station too.
Share ideas with management and see what they say – you never know when you hit on a new idea that brings a lot of money into the station.
5. Boost your morale by looking after your clients.
While closing deals is important in sales to the bottom line. If you don’t like your clients, then you really don’t care about how you take their money – and this leads to all kinds of problems.
For salespeople, closing deals with customers they like is important to morale. Bottom line results will more than likely follow.
That means to me that you start to care about your clients, get to know them, and build a relationship with them – you’ll soon discover that they are people just like you – if you look after them, they will look after you. Start to care and their attitude changes. Then, so will your morale and attitude.
6. Celebrate small wins
I worked in one workplace that had a fantastic, energetic and supportive culture, why?
They celebrated the small wins in every department. From tech’s to sales, from admin to production.
As a result – the morale there was incredible – they were a team, every single person was pulling together towards the same goal – and we kicked those numbers higher and higher every quarter.
By recognizing small wins – for example: moving a prospect one step further down the pipeline – with written or verbal praise, even a thank you note from you to the producer, or to promotions – makes an impact.
Then: Save big celebrations for larger group wins.
7. Encourage everyone to track wins
So how do you do step 6? By tracking!
In sales, it’s oh so often easier to get down and focus on the setbacks and rejections, because they happen more often than the small and big wins and they seem to hang over you on a daily basis.
Instead, start to focus more on wins by tracking your daily wins – from the number of cold calls you made to having a great conversation with a prospect, making an appointment wouldn’t be one – unless it was a hard sort one that you have been chasing for weeks – then yes – celebrate those small wins – and you can’t do it unless you start tracking them.
If you want to – share those wins with your team members and encourage them to do the same – pretty soon you will all be pulling together -= getting encouragement from one another =- and living a better day no longer focussed on the setbacks, but on your wins.
Next week we look at more ways to drive your internal motivation. Go on – get out there and selling!