The simple way to increased performance
As business owners we know how vitally important the sales function is to our business. After all, business in its simplest form is about two main processes: securing business (sales) and fulfilling business (delivery & distribution). In our experience, most businesses are at least moderately good at the fulfilling part. It's the getting part that is often the big challenge.
By avoiding some very basic mistakes and by following some equally simple practices you can increase the performance of your business. In fact, these concepts will improve your performance even if you are not an owner, or are not in sales!
No matter what field of commercial or organizational endeavor we are in, nothing can replace the need for an acute awareness of how we are viewed by our peers, by the community in which we operate and particularly by our prospects.
Many sales opportunities and business relationships have been 'lost' due to a fundamental lack of professionalism. There is no excuse for the following inadequacies:
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Arriving late to appointments
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Careless appearance such as inappropriate attire or unkempt attire (e.g. wrinkled or dirty clothing or shoes)
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Lack of planning and preparation
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Excessive informality
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Lack of intuition relative to 'reading' the reactions of others
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Inappropriate gestures and comments - e.g. bad mouthing your competition, suppliers or teammates
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Poor grammar and inappropriate language
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Lack of proactive follow up
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Forgetfulness - e.g. forgetting to phone or make contact at a pre-appointed time
The true professional goes out of his or her way to portray a high quality and seriously reliable image - a rock solid profile and a positioning that screams "you can trust me with your business and money."
In every industry and business, there are key differences between a true professional and everyone else or those who will never make the grade or who will never go on to greatness.
Here are a few that apply specifically to the sales professional:
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A sales professional will make their quota of calls every day even when they do not want to. Plus, they will usually make more than they are required to. The professional knows that the extra calls WILL ultimately result in appointments and sales.
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A sales professional practices his or her sales presentation until they can deliver it perfectly and flawlessly. They identify the key points that are relevant to each prospect and then go on to make sure they present them in a manner that will make the most impact on the prospect.
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A sales professional accepts responsibility for their results and constantly looks for ways to improve. They do not blame the company, market, or economy when they miss their quota or targets.
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The sales professional does not rely solely on the company's advertising or marketing efforts to generate leads. They are pro-active and stretch beyond their comfort zone on a daily basis.
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The sales professional goes above and beyond the call of duty to ensure they reach their goals. They make things happen by taking consistent and constant forward action.
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A true professional does what is necessary to succeed.
If your team doesn't live up to this ideal, what can you do? Well the first thing we recommend is that you take a long hard look in the mirror. After all, you can't expect the team to do what the leader won't. You need to start "walking the talk" before you start "talking the talk". Only then can you can start coaching your team members.
Remember, in business you usually get the team and the results that you deserve.
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