If, “You can’t teach an old dog new tricks,” is ever uttered by a sale rep, it signals the beginning of a downward spiral in their career. Salespeople need to stay on top of their professional development. They need to always be doing what they can to stay ahead of the curve so that their sales process doesn'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.
4 Ways to Keep Your Sales Process from Becoming Obsolete
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. But the truth is, if anyone is going to be up-to-date on current sales trends/practices, it will be the presenters of said training sessions. 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 accommodate your busy schedule. If you want to keep your sales process from becoming obsolete, you should give a few a try. Don't let your pride cost you sales.
Regularly Practice Public Speaking
Presenting during a small sales meeting will seem like child’s play if you are accustomed to speaking in front of larger audiences. So, take a public speaking class. Or you can even go karaokeing with friends (there are few better ways to put yourself out there to a crowd than serenading them). If you have the confidence to sing in front of strangers, you can do anything.
Hopefully you are asking your clients for feedback concerning your business relationship. This can provide you with invaluable insight into how others view you and your current sales process. 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 have 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 are 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 was there a time when you tried to finish a prospect’s thought for them and were completely off base? Next time, you need to focus on how you are listening to your prospects. Allow your 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 understand their wants and needs. At the end of the day, sales is about fulfilling a prospect’s need. How can you accomplish this if you are not listening to them? Listening has a 100% chance of improving your sales process. Don't slack when it comes to this crucial aspect.