Lifelong Sales Training Can Help You

Sell More Now, Sell More Later

Are you a good salesperson? Most of us think we are or we wouldn't be in sales.

So why are you constantly trying to sell more than yesterday? Last week? Last year? WE ALWAYS WANT MORE! How do you constantly improve? That's the tricky part of sales. No matter how big a hero you are today, tomorrow you have exactly zero sales until you close another one.

Square one, right?

It's the best and worst thing about sales. Square one. It's the best in that you can determine your own outcomes by working backwards from the goal to the activity needed to attain it. It's the worst because yesterday is gone, and if today doesn't go as well, you fall short of the mark. There's no way around it, starting from zero gets old after a while.

So we want to improve. Our company, manager, and sales training team... they all want us to improve. We go through training classes, read books, study under leading reps in our department. It's a lot to process. But when crunch time rolls around, it's just you and a client more often than not.

Here's a short list of to-do's for anyone wanting to consistently attain MORE NEW SALES....

1. Serve customers - find out what they really want/need. No matter what you sell, the customer needs to know you want to serve them. You want to make their life easier, better, more productive or enjoyable. It's not about your sale, or your commission. That's just the side benefit for you. It's about THEM.

2. Be the Expert! - Do you know more about your product/service than anyone else they'll talk to? You'd better. You don't want to lose a sale over something you have complete control over. Knowledge is power.

3. Make the decision - Once you've agreed on what is needed, if they won't decide, decide for them! Be confident. After all, you're the expert, right? If they've agreed to the need, write it up and make them tell you no!

4. Close with Confidence - You have to close the sale. Some fish might jump up into your boat, but most need to be hooked. If you're not closing, you're letting sales go every single day. If you've done your job, you deserve to close. What if you are competing with XYZ company? Both options will work for the client, but you passively say "Let me know if this will work for you."... a very soft close, if one at all, implying future decisions. XYZ rep says "It sounds like we've found what you are looking for. I can have your product/service delivered/installed/completed by next Tuesday. I'll begin the necessary arrangements." You just lost a sale. Don't be afraid of "No"... it's just another opportunity to SERVE!

5. SERVE customers - wait, we did this one already. Oh but there's more. Continue to serve after the sale and you'll grow the relationship and further your career through repeat business and referrals. Keep serving. Even and especially after you've been paid. It'll pay you more in the long run.

So what are you waiting for? Don't you have customers you need to SERVE? Sales to CLOSE? DECISIONS to make? Reach out to your clients and potential clients. Make more money! More New Sales!

Troy Jones is the owner of http://www.MagneticSalesTraining.com and is currently working as a salesman in the competitive mortgage industry. The site reviews sales training offerings available on the Web and offers other sales related resources.