4 Ways to Keep Your Sales Process from Becoming Obsolete
If, “You can’t teach an old dog new tricks,” is ever uttered by a salesperson, it signals the beginning of a downward spiral in their career. Salespeople need to stay on top of their professional development, always doing what they can to stay ahead of the curve so that their methods don’t become predictable and boring. Predictable, boring salespeople do not land sales. Here are a few tips Rebecca White, writing for HubSpot, recommends to not let that happen to you.
Sign Up for Sales Training
You may think only novices spend time attending sales training sessions and, therefore, there’s nothing someone as experienced as you can learn. The truth is, if anyone is going to be up-to-date on current sales trends/practices, it will be the presenters. If they had nothing new to offer, they wouldn’t be able to make a living training others. There are a number of training programs designed to accomodate your busy schedule. Give a few a try.
Regularly Practice Public Speaking
Presenting during a small sales meeting will seem like child’s play if you’re accustomed to speaking in front of larger audiences. Take a public speaking class or even go karaokeing with friends. If you have the confidence to sing in front of strangers, you can do anything.
Hopefully you’re asking your clients for feedback concerning your business relationship. This can provide you with invaluable insight into how others view you. Do you come off as cold or too excitable? Were you pushy during initial conversations or did you leave out information that your client wishes they would’ve known during the sales process? Wrong or right, your clients will be happy to let you know how you’re doing, and that will give you opportunities to advance in the future.
Pay Attention to How Well You’re Listening
Think back on your last few sales meetings or calls. Was there ever a moment when you were kicking yourself for allowing your mind to wander while a prospect was talking? Or when you tried to finish a prospect’s thought for them and were completely off base? Next time, focus on how you’re listening. Allow you prospects to complete their thoughts before you start talking. Repeat important highlights from their response and ask questions when you need clarification to better help them. At the end of the day, sales is about fulfilling a prospect’s need and how can you accomplish this if you’re not listening to them?