The most important thing that a salesperson must understand is the process of selling itself. No matter what you are selling, there is a specific process.
First, there is a numbers method. We have all heard of the 10-3-1 method. Make 10 calls, talk to 3 people, then close 1 deal or set 1 appointment. Knowing your numbers and metrics is very important, but top salespeople do not live and die by these numbers.
Second, a good salesperson asks for referrals. This method is better than the first, but usually referrals in return come with you giving referrals back to that person in some form or they find a new referral partner. Adding this to your sales strategy could help you get over the hump but still, this is not your top people in any industry. I know, you have been told for years by everyone that you talk to that this is how you make it in any industry. I have a friend that is an attorney. He called me up one day and said, “hey man I need to buy you lunch. You have sent me multiple referrals, and I need to repay you.” No offense, but that is not what I wanted as repayment. I was wanting referrals in return.
The third option is the option that will change your career. This option will take some real effort. There are several steps. First, you must be very good at your craft. You can’t just say that you are, you must be able to execute at the highest level. This is going to take you putting in effort studying. Take 1 month and commit that entire month to reading and learning about your industry and strategies. Second, you must have a brand. To get to the top your brand must be very specific in what you are doing. When someone sees a photo of you, even if you are on vacation, your brand must stand out. Third, you will need to build a team of people that you work with. Lone eagles are out when it comes to sales. A team can do more things faster and better than a single person. Finally, you do not want referrals. As a matter of fact, I turn them down. I want real engaging introductions. I want you to bring me in to work with your current client. I do not want them when you are finished. I want to be in the middle of your trusted process. This strategy will fill up your calendar and will create the career and pay that you are looking for. Anything else will only create a strategy that keeps you hunting for more business and not focused on selling. Top salespeople focus their time on selling.
Closing thought: TIME KILLS ALL DEALS. Do not wait until tomorrow to do something that could be done today. All it takes is 1 conversation in the sales cycle to kill your deal. 1 conversation with a spouse. 1 change with their kid at school. One death of a loved one. Even a raining day! Anything can mess up the process. Do not hesitate to move forward. You will lose your client every single time. TIME KILLS ALL DEALS. Do not let time be your deal killer.
