THE FUNDAMENTALS OF SELLING
I've been fortunate to get behind the scenes within some incredible companies with large teams and offerings. I work with these businesses to improve their sales posture, motivate their team and find new or improved ways of generating more opportunities.
But regardless of the teams experience and successes it's often the basics that are left behind.
The basics are what gets us into those businesses in the first place. It's what builds rapport, continues to build trust and affords repeat business (sales). But if you leave the 'basics' behind then it's not long before you'll be left behind and someone will happily take your place.
When I first arrived in Perth and in a BDM position I was hungry and driven, often calling 100 people in a day, I lived on LinkedIn and soon I had a consistent meeting roster of 20 per week. However in some situations I had to rely on the great sales people, already engaging with my 'ideal' clients, to drop the ball. And guaranteed, eventually, they would.
All I had to do was be there, check in, share industry updates, invite them to interesting networking and information sessions, easy stuff, but this is what works. And you need to continue the 'basics' with every client.
You can keep it interesting, it doesn't have to annoying or overbearing but you MUST remember the basics if you want to remain relevant to your clients.
Whether you're a seasoned sales person, or you're just starting out (welcome to this incredible world!) then come back to these Fundamentals of Selling:
Keep your customer at the centre of everything you do
You can't sell a secret (avoid 'I didn't know you did that')
Add value and lead with service always
Find your ideal clients and be there when they need you the most
If you're looking for more insights, knowledge and tips: I've just launched the ICT & Cyber for Sales Professionals which is the kick starter course for those coming in to the industry (or needing a refresher). I take you through your onboarding into the industry, fusing my passion and knowledge in building a multi million dollar annual revenue and supporting you / your team to overcome the biggest hurdle of all, technical knowledge.
Email harriet@yoursalesco.com or visit HERE.
