Where Sales Trainers and Selling Experts share advice, tips, and techniques on how to become a sales champion!

Sales Tips: Seven Steps to Selling MORE! By Ryan C. Lowe


Are you a salesperson who’s frustrated each month trying to reach sale quotas? Do you worry that a career in sales might not be a good fit for you? Sales can be frustrating and complicated, or it can be very simple. Now when I say “simple,” I don’t mean that it is not difficult. Selling is difficult. However, once we take out some of the complications you’ll be able to sell more, and hopefully, enjoy doing so.

Take it from me, I have been in sales, and I know the frustrations. I remember when I first got into sales; I thought it was going to be easy. I thought that all I had to do is be a good talker, have a nice smile, knock on doors and the sales would start coming in. I learned the hard way, after being fired from one of my sales jobs, that success in sales required much more. I learned that it is an art; and, to be great at sales, you have to work on yourself as much as you work on the job.

Here are seven ways to being more effective in sales:

First, you must have a positive attitude. What do I mean by that? You must begin each sales day with a positive attitude. If you wake up dreading your job and hate what you do, it will be almost impossible to sell anything and your potential customers will see right through you. You must carry yourself in a positive way, and have the confidence in yourself, product and the company you work for.

Second, develop personal and production goals. The important step to achieving any type of goal is to write it down. If you don’t write the goal down, I consider it a wish. You must know what you are aiming for. You can wish for how many sales you will have for the year, or how much money you will make. After writing them down, you must look at them on a daily basis. I find having personal goals helps me stay on track toward a productive career. They will help you do the same.

Third, manage your time. Take five minutes each day to plan your next day. Also, take ten minutes each Friday, to plan your next week. Make it a point to know where your meetings are each day, and plan to visit nearby prospects before and after your meeting. This will also allow you to have all your meetings in one area on the same day. Having a day planner, and using some kind of application on your phone, will help you with these tasks. Remember time is money. If you’re wasting your time, it’s your income that’s wasting away.

Fourth, prospect. This is the time you must go out and add qualified customers to your inventory. There are several ways to prospect. You can do it the hard way: by going out and cold calling; or you can be smarter about it. Ask the customers you already have, and the people you know, for referrals. Did you catch that last phrase? You not only can ask, but you should ask for referrals. A woman once told me, after one of my seminars, that cold calling is a way of God punishing us for not asking for referrals. I loved that comment! Referrals are the best way to get business. One of the best ways to get solid referrals is to join a local chapter of Business Network International, BNI. It is a smart way to increase sales!

Fifth, know your presentation. Do you know that 76% of all sales people wing their presentation? That is why those same salespeople fail. They don’t present their product in a professional manner. They are simply all over the place and the customer gets confused and gets scared and….. doesn’t buy! Your goal is to know your presentation backwards and forwards. The only way you can do this is practice. Practice. Practice!

Here are three keys to a great presentation:

1) Emotion – you must have enthusiasm. Be excited about what you sell. If you are excited they will be excited.
2) Value – You must show value. No prospect will buy if you don’t show how it will benefit them, and how it will be a value to their company.
3) Momentum – One of the best things you can do in your presentation is to ask questions. The best are open ended questions, those that can’t be answered simply with a “yes” or “no.” That way you keep the client involved. Telling is not selling.

Sixth, ask for the sale. The number one reasons why sales professionals fail is because they never ask for the business, or they get to the end of their presentation, and ask a question, such as, “what do you think?”. The customer will reply, “Let me think it over.” You don’t want to ever get that answer. This is one of the most if not the most important step, because this where you either go back to the office with a sale or with nothing. There are dozens of closing techniques. Learn several of them and make them part of your presentation. I promise, you will see great results.

Seventh, take time to educate yourself. As I stated above, sales is an art. It takes work and dedication, to you, your company and client. One of the best ways to become a better salesperson is to work on your skills. Grab a book on sales, a CD set or attend a seminar. These are three ways you can help yourself to become a better sales person. Your goal is to become an expert. How do you become an expert? Take an hour a day and sharpen your skills. How good you are in sales, is a direct result on how much time you invest in learning and mastering the appropriate skills.

If you follow these seven ways, and build upon them, you will be more confident, and able to sell more. Remember at the end of the day, it’s not about you need, it’s about the customers’ needs. I promise, if you take care of customers needs; and serve them with the utmost respect, they will sing your praises and give you more referrals than you know what do with.

Now get off your attitude and go sell more!

“Remember that it is up to you to choose everyday to Get off Your Attitude and to create a positive lifestyle for yourself and others” Ryan C. Lowe
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Ryan C. Lowe is a Speaker, Coach and Author. Ryan is the founder of Get off Your Attitude seminars and merchandise. He works with various organizations to help inspire change and achieve success through a positive mental attitude. For more information on Ryan’s services, merchandise or his new book you can visit www.GetOfYourAttitude.com

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  • Steve Roberts

    Solid advice. I’d probably replace your “know your presentation” with “persistence and follow-up”.

    Presentations tend to lead sales professionals into a trap of telling not selling. Asking questions is critical.

    Persistence – sticking with it when people dont get back to you is key – it can take 10 calls to break through barriers when approaching key decision makers. This is coupled with follow-up.  If somebody asks for something – do it!

    Prior to getting into sales  I ran really large complex projects – I would say you have to be more organised in sales that in project management – follow-up and planning your prospecting is key.

    Although affirmations seem weird, they do work and can sustain your confidence in the face of failed sales and rejection.  If your confidence takes a hit, prospective customers can sense it.