The next time a prospect asks about your product or service, don’t respond with a link to your calendar informing them it’s up to date, and to feel free to schedule some time with you. Prospects don’t enjoy looking at their own calendars, let alone yours.
Few professions are as tough as sales. If you lose the deal you lose the deal. Even an Olympic athlete, who doesn’t win the gold medal has a second or third chance at a silver or bronze. The professional seller plays high stakes poker. There is no consolation prize. That’s why a positive attitude is everything.
Raise your hand if you think you’re a solutions sales rep. Sorry to burst your bubble but you’re NOT. Whatever software you’re selling, ERP, HCM, CRM, CMS, etc… they’re ALL commodities. Sell the big business idea before you say a single word about commodities like your me-too product, generic job title, or the 150 combined years your sales team has been in business.
When was the last time you were thinking, “I wonder when my #1 top performing sales person will leave us for a competitor?” Probably never… until they do.
It doesn’t matter if you have zero selling experience or 20 years of it. The point is either you’re stoic or you’re not…. regardless of your education, regardless of your employer, and regardless of your experience.
Great sales reps are what employers kill for to fill their jobs. But those jobs never get filled by great sales people emailing in resumes. Ever.
Robert Collier, one of the greatest sales copywriters of the early 1900s, once said, “Enter the conversation already going on in your prospects mind.” I say, “because when you do… you’ll come across as relevant, helpful, and build instant rapport. Instead of being the unwanted guest knocking at the door during dinner.”