Increase Your Sales 25%

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Ignoring the little things can blow a deal right out of the water. No later than the night before you see a client, prepare an outline of all the things you want to share and learn. Make sure the outline flows logically from one topic to another. That is, one question or comment should lead to the next one. If the outline does not have a good flow, rearrange it until it does. The way you prepare to handle the details will determine the course of events and whether or not you will walk away with a purchase order.

3. Cet an attitude makeover.

Successful salespeople must convey a friendly and helpful attitude. While being pleasant to your clients is elementary, it is surprising how many people send out negative signals, telegraphing their dislike for dealing with people.

To maintain a professional and helpful attitude, know in advance how you will handle a disgruntled or demanding client. If you find yourself in a situation with someone who is less than pleasant, simply refer to your alternate plan and handle the situation calmly and diplomatically. By being friendly, informative and enthusiastic in every client encounter, you can always exude the best selling personality.

4. Ptan for success.

Ninety-eight percent of salespeople operate without a solid plan because, as they say, "I don't have time to plan." Without a plan, though, you'll never know whether you're on the right path. Start with a l2-month plan and work it backward into quarters, to the month, to the week, and then to the day. As you plan, answer these questions: Who are your next l0 clients going to be? When will they come on board? Which products will they buy? How much will they buy? How will you make it happen?

If you don't know the answers to those questions, you are drifting and cannot offer anything new to your clients. Prepare and stick to a plan today so you can help your clients in the future.

5. Invest in personal development.

First, find a mentor. If you're not ranked in the top l}Vo of your industry, locate someone who is (even if it's a competitor) and learn from that person. If you are already ranked in the top 107o, strive to make it into the top 27o.

Next, ask yourself, "Who am I currently hanging around and what are they doing to me?" If you routinely associate with people who are negative and unsuccessful, then guess what? You'll be negative and unsuccessful. You do become just like the majority of people you associate with.

Finally, encourage your company to invest in training and one-on-one education. Most companies invest in equipment and more equipment, but few are progressive enough to invest an adequate amount in training and education. If your employer is too shortsighted to understand, invest in one-on-one training for yourself. Remember, it's not a cost; it's an investment. It will come back to you in big-time dollars.

When you work harder on yourself than on anything else, everyone wins-you, your company, and your clients. Invest the time and effort into becoming the best salesperson you can be. That's the only way to truly "wow" your clients and increase your bottom line.

- Bill Blades, CMC, CPS, is a professional speaker and consultant specializing in sales and leadership issues. He can be reached at (480) 563-5355 or biLl@ williambhdes.com.