The Executive Suite: 5 Things You Can Do Today to Sell More

Wednesday, April 22, 2020

5 Things You Can Do Today to Sell More

Do your sales need a pick-me-up? You should see your sales improve when you try one of these five ideas. Just pick one for today.

1. Use your product

When was the last time you used the product you sell? It’s one thing to talk about the performance of your product; it’s another to be able to experience it yourself so you are more confident and knowledgeable about what that performance feels like.

Imagine selling chocolate chip cookies that you never tasted. You would be unable to share your enthusiasm for their taste and the delight you get when eating them. You would be a less effective salesman when you haven’t used your product.

2. Learn more about your product

When was the last time you read the marketing materials you send your customers? You might find that you forgot about a feature and benefit you could be sharing with prospects and customers.

3. Try something new

It’s easy to get into a rut and repeat doing the same things over and over. Why not consider doing something new?

What does your sales call preparation look like? How do you support your customers after the sale? How do you prospect? Now consider changing one small step.

You might modify your questioning strategy. You could change the types of prospects you pursue. If you do the same things you will get the same results. You have to modify something if you want different results.

You can’t improve everything at once. Often, a small improvement can yield big results.

4. Find out what’s working for another salesperson

Which successful salespeople do you know? They have often uncovered ways that work for them. While not every strategy is successful for everyone, you might learn a new way of approaching your selling.

I often remember the two commission salespeople I once worked with. They took one day a month to make joint sales calls in each other’s sales territories. One would be the observer while the other one was the seller. They both said that even though they weren’t making any money while supporting the other, what they learned from observing and coaching each other was invaluable.

5. Get some rest

One of the worst things that can happen to a salesperson is burnout. I have seen too many salespeople who work seven days a week. I believe in living your life without regret. Looking back you should be able to say that you worked hard and enjoyed your life. Workaholics don’t make great family members. Selling is hard enough. Have at least one day to take a break and focus on you.