You know what you do is important. It drives the sales of the company you work for, and it also provides for your family. Whether you are new to the sales force, or if you have been selling for years, there are a few things to focus on to improve your successes.
Train for Your Market
It is important that you know your market. While there are many similarities between all sales jobs, but different markets will have different things to look for. An IT sales coach is going to focus on important aspects of the IT world. Other industries are going to have their own idiosyncrasies, and knowing them lets you capitalize on them.
When you approach the aspects of sales in a logical and consistent manner you can analysis each step of the sales process. This really lets you test out different methods, and can allow you to hone in on things that may be weak points in your pitch. This kind of analytical work is not going to happen if you do not follow a steady program. When you sell in a very loose method, you are going to lose out on data points that can be used to improve your techniques, and it can come across as being unprepared by your potential client. Consistency will drive your process improvement.
Follow Up with a Personal Touch
It is important that you keep up with your network. This needs to be done in an effective manner, or you are just wasting your time. When you follow up with an old client make sure it is not just a cookie cutter message. A client can tell if you are sending out mass emails, so make yours stand out by personalizing it. Your message should also be more than just a reminder that you want them to buy your product. When you can provide new knowledge or some interesting information about your industry, you open up a natural conversation. While you do have a direction you want to take that conversation, people will be more open to information than to a direct sales pitch.
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