Welcome back everyone! In a follow-up to last week’s post, we’ll be chatting about how we can apply those three go-giver strategies to make 2023 a sales success. Before I dive-in, I want to share a very cool thing my beautiful wife, Shannon, and her team at MindBodyComplete have rolled-out. They’ve recently launched a free, yep, you read that right, FREE Yoga Teacher Toolkit; just register here to receive it. I have to add, this book goes beyond just yoga, it also talks about coping mechanisms and tools help manage stress and anxiety. There’s a lot going on right now, so we’ve got to protect our mental health, right? Anyhow, let’s get going!
The Three Ultimate Go-giver Principles Recap
In last week’s blog spoke we chatted about three key things every great sales professional must practice. That is:
- Resolve their mind to succeed
- Prepare to serve
- Bring their service to the next level.
I also referred to my book, The Sales Professional Playbook, where I discuss how three simple principles can make a big difference in hitting your sales target, regardless of market volatility. I want to pause here to say, I’ve been there, I’ve worked through the 2008 recession- making sales can be hard but not impossible. After all, we have to work to live, right? That being said, I’ve summarized these three easily adaptable go-giver sales strategies in three words:
- Serving
- Persistence
- Buy-in via PRACTICE
Let’s lean in and discuss each one now, shall we?
Serving
Truly great sales professional know that selling is serving.
Wise salespeople will agree with the above statement, but not all will build their sales strategy around it. As a go-giver, the foundation is laid in theory by its title alone. We must give our clients great service, even in instances that require going beyond our sphere, to gain (get) their trust. Yes, making a sale is a transactional service, but the word service includes the word “serve”. It’s not about chucking the products or services at the clients then running off. It’s about maintaining a strong relationship
I’m going to be straight with you, and please don’t take this as me telling you not to prospect clients, but you can’t waste your time on gaining just a transactional client. Why? There’s no relationship, no loyalty, no gained respect. If you’re willing to:
- Travel to a client without knowing if the prospect will even buy
- Invest time and energy to prove your value and not just repeat a script every other failing sales rep previously did before you trotted along,
then be different.
Think about all of that for a minute. Our job by nature requires us to give without expectations, however, the BETTER we give, the more we will win. It’s our duty to prove we’re the best fit for the job, not that other person in the suit, so we’ve got to be a go-giver with a service-oriented mind.
Persistence
The power of confidence, drive, conviction, and an innate desire to be bold, is how I would define the true essence of persistence.
To continue to strive for opportunity that you desire no matter the hurdles, rejection, or resistance, is to be a persistence sales professional. Not every sale is going to be easy. Furthermore, in even less trying times, you can’t just rely on old tricks like calling and leaving voicemails to the same prospect every week. Let me tell you, from now on, if you do that, they’re not about to return that call. That’s not showing persistency, that’s staying in your comfort zone and expecting the client to come to you.
Persistence is about finding creative and simple ways to overcome obstacles. That is, finding curated ways to demonstrate to that client that you’re a go-giver that follows through on service excellence.
Unfortunately, many people in sales fail to remain truly persistent, creative, and adaptable to win those sales. If you’re not willing to do that, you’re hindering your success. Let your persistence fill your internal conviction to serve others, then you can sell more to serve more.
Practice
To secure client buy-in, you’ve got to practice your sales pitch. That’s the real and simple secret, in fact, I could end the paragraph there. Sadly, practice is one of those things many talk about, yet less than one percent of salespeople truly practice consistently.
I hope you see what I’m seeing, an opportunity to beat out the other 99% that fail to be go-givers that serve their client consistently through practicing and improving their skills daily. That’s a lot of money out there for you to grab my friend; don’t let that money slip away. If you practice and love serving others, there’s no doubt that one percent will include you.
Imagine, you can have the world at your feet if you’re willing to be committed and do the boring, scary work of just practicing your job.
Practice is not training.
Training is learning something new; practice is getting better at something we already know. Start today. Find a peer or boss, pick a task or skill you need to work on for an upcoming appointment, scrimmage it, -practice it. Then, rinse and repeat to watch your sales figures climb.
A professional athlete practices over 90% of the time and the average salesperson practices less than one percent; be a PRO!
See y’all next week.
