There are always gambits and tactics that you could learn from the best sales professionals.  Some of these useful tools might present ways to become more effective and some might be ways to be more persuasive.  Whatever the thrust is, there are procedures that are working for some of the highest earning sales professionals out there, and you would be missing something not to try them.

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The best sales professionals have benefited from learning these things from others as well, although some of them have worked hard to construct the tactics.  I am a believer that the tactics are “fair game”, and the best will feel flattered that they are being ‘copied’.

12 Lessons You Can Learn and Benefit From

We all have certain tricks of the trade.  The best sales professionals have some rather simple ones that they brag about.  I think that the ease is in knowing them, and that they can be effective. You will need to remember and practice them, as they don’t necessarily come naturally.

Remember that you are not without your own time-proven gambits, yet these can supplement anything that you have been doing.

• Before You Leave – Secure the Next Appointment
• Each Meeting Have an “Action” in Mind
• Be an Effective Listener
• Know When to Say “I don’t know”
• Be an Expert
• Recognize that Rejection is Part of Sales
• Show a Personality
• Always be Dressed for Business
• Have multiple “touch points” at Each Customer
• Prospect Every Single Day
• Develop Deep Enduring Relationships
• Be Responsive

Before You Leave – Secure the Next Appointment – Never walk out without the next chapter being planned.  One of my favorite sales authors, Stephan Schiffman (101 Successful Sales Strategies, 2005 Adams Media), makes this suggestion about the first call.  I certainly suggest it for a first appointment, yet suggest as well for much of the early going with a customer.  End each session setting up the next encounter.

Each Meeting Have an “Action” in Mind – Know your end game for each session.  Make sure that you have an action step in each meeting.  Your update to the customer keeps you in contact, and keeps things moving along

Be an Effective Listener - The best sales professionals let the client talk.  They ask open-ended questions that generate complete thoughts and answers.  They let the client completely finish those answers before giving their input.  Then…they listen! Customers know when you are listening, and they appreciate it.

Know When to Say “I don’t know” – No customer expects that you will have an answer for every problem during your call or meeting.  It is safe to say that you don’t know.  Follow-up is the key, be responsive and do your research.

Be an Expert – You all know my sentiments about being an expert.  It is that angle that you can take which can define you in the future.  Everyone needs expertise in some particular area, and once they have it, the recognition and acclaim begins to flow.  Whether it is an industry, geography, or a product, you should recognize that “expert power” is effective and can mesmerize a customer in addition to giving the requisite value.

Recognize that Rejection is Part of Sales – A sales professional does not take rejection personally.  The Black sales professional needs to be able to separate rejection in the sales process from preference and prejudice.  They are different!  Rejection is part of the process, and the more you have rejection, the more you are able to determine its common nuances,  Don’t sweat it.

Show a Personality – Don’t put on a show, but show that you are a human being.  If the only thing the customer/prospect thinks is that you want his check, you have missed an opportunity.  Remember to be personable, not personal.

Always be Dressed for Business – Dress as if you are serious, and always dress for the part.  Business dress is your “uniform”.  Don’t find yourself being lulled into dressing down as you are on a mission.

Have multiple “touch points” at Each Customer – The “deeper” your contact points go into a customer, the more assured that you can be of having an “ear” in an organization.  When there is change in your customer’s organization, you will appreciate this suggestion.  Know more than one solid contact in each of your customer’s organization.

Prospect Every Single Day – Every single day you should be preparing for the future.  Prospecting is not the sole source of new business prospects, but it is most effective use of your time on a daily basis.  It needs to be a planned routine and it needs to consistently be executed.  Only then can the “law of large numbers” work for you.  Religiously execute the prospecting plan.

Develop Deep Enduring Relationships – Everyone that most of us sell to is a current customer and a potential repeat customer.  Relationships “rule” in the end and can change “preference” as two whom one prefers to do business with.  Develop relationships with a purpose, and work at them.  If you are truthful, and give value, they will start to increase in depth.

Be Responsive – The best sales professionals are responsive to the highest degree.  They answer their phones, return missed calls methodically, respond to questions and do all follow-ups against the clock.  Responsiveness does not mean that you grant all wishes, but it gets answers so people can move to the next important item.  It is always appreciated, and creates an expectation that many sales professionals cannot match.

I know that there are probably more things that could be learned, yet if you live by these simple rules you can generate more success.  If you are good at internalizing them, the difference will be reflected in a professional demeanor and the success should follow.

Maybe you are doing many of these, although maybe not all.  Try them and let me know the results.

We welcome your comments. You can reach me Michael.Parker@blacksalesjournal.com.

I guess you could say that I have “Drank the Kool-Aid”  On this one!  There are just certain skills, attributes, and attitudes that you can have or develop that will put you in the leagues with the best.  Today, Monday (June 10th) and next Thursday (June 13th) I will lay them out.  Read them and be the best!

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Since late November of 2010, we have described many of the traits that a true successful professional would have.  We have outlined the activities and processes that would, over time, make a verifiable difference in this individual’s ability to reach goals, and provide customer satisfaction.

We have discussed personality attributes and skills that make a difference over the last several posts.  Once again it is time to talk about how a sales professional puts these all together and finds success.

Over the next three posts we will revisit these important posts and put these together in an effort to portray that individual who is sought by sales managers and customers alike.

This professional has learned the benefits of mastering relationships, both internal and external, to get the maximum leverage from each personal encounter.  This professional knows the different methods of getting exposure, and how to capitalize on it.  This individual is always prepared.

There will be some references to previous issues of Black Sales Journal, as I want to keep this as concise as possible, yet capitalize on the wealth of information that has been published to date.

Deep Enduring Relationships

There is no area more important in the long run than knowing how to ‘master the relationship’.  It does not matter what your level of intelligence is if you cannot decipher how to ‘work’ your personal relationships to your advantage, and your customers benefit, you will not have maximum effectiveness.

There is an ‘art to the relationship’ that is undeniable.  It cannot be substituted by process, intelligence, or hard work.  You see, the ‘art of the relationship’ is not an inherited trait.  It is something that you hone with every interface.  It can be aided by having a gregarious and engaging personality.

The successful Black sales professional has the ability to form deep and enduring customer relationships (Black Sales Journal 1/13, Deep and Enduring Customer Relationships and Black Sales Journal 1/20, Deep and Enduring Customer Relationships II).  This individual works with the assurance that existing relationships are strong enough to receive ‘preference’ as compared to ‘wanna-be’ sales professionals look to unseat him or her.  In other words, the customer prefers to do business with someone like this professional, and that preference ‘spoils’ the customer.  This is a powerful preference that is enduring, and anchors the relationship.  We all want to work with someone that provides value, and is concerned about our business, and produces results for us.

This ‘preference’ exists not only because of the solid personal and business connection that exists, but also because the professional is effective in providing the customer something of value.  Always strive to always be effective and always show value.

Undying Professionalism

Being effective is a good start, yet by itself it is not enough.  The consummate professional is more than just effective; he or she does those things that exude success.  We talked about this in Black Sales Journal 3/7, Be the Consummate Professional. This individual is:

• Punctual
• Empathetic
• Attentive
• Knowledgeable
• Organized
• Responsive
• Visionary

Most of these are self explanatory, yet I want to spend a minute on a couple of them:

Responsiveness is ever important.  As stated in Black Sales Journal, Responsiveness – the Objective of the Sales Professional 6/16/2011, responsiveness is in the eyes of the customer.  It is defined by the customers expectations, and includes such important items as:

• Answers the phone and returns calls promptly
• Keeps commitments
• Provides answers to inquiries and questions as soon as possible
• Stays in touch – communicates
• Provides requested information promptly

Knowledge will always set you apart.  This knowledge could get you labeled an expert.  This ‘designation’ comes from those people and businesses that have benefited from your knowledge, and make the claim in your behalf.  See a most interesting set of articles in Black Sales Journal 12/20, Your Customer Needs an Expert and Black Sales Journal 6/27, More on Being an Expert – An Edge for the Black Sales Professional.  Expert power is attractive to a customer.

Empathy provides a connection and a serum that convinces the customer you are real.  If you have no empathy for the customer, then why are you calling on them?  How are you going to solve their problem if you don’t have that connection?  Put yourself in you customer’s shoes.  Live their problems and your solutions will come about easier.  Always keep in mind that a customer can tell when you have no empathy as easily as you can tell when a love interest of yours is not interested.

Now for the point that pulls this together:  If you condition yourself to be accomplished at all of these different items, you will havecredibility. Enormous credibility is the product of having deep enduring relationships and being a consummate sales professional.

More to Come….

Armed with what is above you would think that success would be much more probable.  You probably are correct, although what are missing are the activities, habits, and processes that make the person formidable even if some of the personality issues are missing.

We will cover them in the next two information-filled posts.  These are powerful for the Black sales professional.  These items are hard to put together, and even more difficult to master, yet when you do, you have an enormous amount of power and potential.

Next up:  Black Sales Journal 6/10– The Ultimate Sales Professional Pt. II –The Black Sales Professional in Action

We hope you will read it.  If you have comment, write me at Michael.Parker@BlackSalesJournal.com.