Good morning!
One of the things I’ve always admired about top sales people is their thirst and quest for improvement. I was first exposed to this internal drive through a friend of my brothers, a man with an unforgettable name: Art Tweedy. I was giving one of my first speeches ever on the subject of selling digital printing and there in the front row was a guy who didn’t even need to be in the room, he was already so successful. He would later tell me, “I’m constantly trying to get better.”
What about you? What are you doing to get better?
There are three areas I think you should focus on in order to formulate your answer:
- First, sales skills. Where can you improve? No shortage of options here: time management, closing, listening (!!!), voicemail, and on and on.
- Second, customer knowledge. What do you know about your top customers? You would benefit from becoming an expert on their company and their industry. Opportunities for additional business will result.
- And finally, product knowledge. Well it’s not necessary to be an expert in how your products and services are made, it doesn’t hurt to know more than you know right now.
Consider committing an hour a week and blocking off time on your calendar. Just call it, “improvement.” Then, think ahead to come up with a plan. Whether you make this a permanent change, a summer project, or a short term (say, 4 weeks) endeavor, getting better is never a bad idea and new opportunities will be your reward.
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The Sales Vault can help. Go to SalesVault.pro or call Bill Farquharson at 781-934-7036 for more information.
