What does it take to be successful in sales?

Some say the most important thing is Enthusiasm.

en·thu·si·asm n.

1. Great excitement for or interest in a subject or cause.
2. A source or cause of great excitement or interest.
3. Archaic

• Ecstasy arising from supposed possession by a god.
• Religious fanaticism.

While you need to have a passion for what you do and what you sell, it takes more than enthusiasm to be successful.

Selling is not just “telling.” Successful selling takes more than just spewing facts about products and services. It is relationship development, prospecting, making the approach, interviewing, presenting, answering objections, asking for the order, and keeping promises. Selling requires enthusiasm, product knowledge (yours and your competitors), and confidence.

con·fi·dence n.

1. Trust or faith in a person or thing.
2. A feeling of assurance, especially of self-assurance.
3. A trusting relationship: I took them into my confidence.
4. The state or quality of being certain: I have every confidence in your ability to succeed.

Expertise breeds confidence. Confidence results from knowing you are prepared, and that you can deliver and keep promises. Confidence forms the basis for enthusiasm. Enthusiasm is a choice. But still you don’t want to run around screaming about your product. Unbridled enthusiasm results in a lack of focus. It takes more to truly succeed in sales.

pro·fes·sion·al·ism n.

1. Professional status, methods, character, or standards.
2. The use of professional performers, as in athletics or in the arts.

Professionalism takes all of the factors listed above to a higher level. It helps you form a cogent story, run your business like a business, build and work a plan in an organized, focused manner.

So what is the most important factor?

There is no one most important key to success in sales; they are all important! Your success is a product of how well you execute on the activities and behaviors listed above, and the attitude that you bring to these tasks.  Successful salespeople are confident in their abilities, enthusiastic about their solutions, and professional in their execution.

Good selling!

Marketing is serious business, and you should always be serious about serious business. Yeah, right…

Logan Crawford portrays a comical news anchor in a series of TV commercials for AT&T’s the Backflip, from Motorola. Crawford is seen “reporting the news that’s important to you…” with impeccable sources such as Facebook and Twitter. The key feature of the Motorola Backflip is advertised as “Facebook, Twitter, text and more, streaming on a single screen.”

The commercial spoofs the common absurdity of social media posts with lines like, “This just in via text message and wall post: “The search is on for cute boots.” Another line reads, “This just in on Twitter and Facebook: A local bachelor has just enrolled in Karate.”

Here’s the paradox; so many social media posts are trivial dribble – and AT&T is using that fact to SELL. We buy from companies that get us to laugh at ourselves. The question is simple; do you take yourself a little too seriously in your marketing and sales presentations. The work of an advisor is serious business, but too often advisors treat every recommendation as if they are a doctor telling a patient they have terminal cancer. As a professional it is perfectly acceptable lighten up, use a little humor, and let your clients see you are real, even when you are making important recommendations. Don’t try to be a comedian, just relax and be yourself.

Good selling!

CLICK HERE TO SEE THE AT&T COMMERCIAL

One of the factors that differentiate things that we succeed at, and things that we fail at, is focus. In the workplace, if you manage or even work with others, you know how critical an ability it is for a team to focus.
Focus is critical for client meetings as well. Ever come out of a client meeting and say, I forgot to…!” Consider using a Client Meeting Agenda. Nothing formal is required, but a little additional planning prior to your meeting makes certain you don’t forget anything. Take a look at the following question headings and items that you might include on such an agenda:

• Items to cover today
• Areas of Need
• Additional Products/Services To Recommend
• Introductions Requested
• To-Do Items As A Result Of This Meeting

Using a short form – even if you write in the details – makes certain nothing is left to chance and nothing is forgotten.

Good selling!