13 Sales Tips to Make This Year Your BEST Year Ever
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- Опубліковано 13 чер 2024
- Be sure to register for my free training on, "The 5-Step Formula to Closing More Deals without the Price Pushback, 'Think-It-Overs' or Ghosting": salesinsightslab.com/training/
1. Commit to learning one new sales idea each week.
I’ve interviewed and worked with some of the best salespeople in the world. One common trait shared by almost all of them is that they’re committed to being on the cutting-edge of what's working in sales.
By committing to learn just one new sales idea each week, you’ll be on your way to closing the sale just like these sales superstars do. When you think about how many weeks are in a year, that's 52 new ideas over the course of a year alone.
2. Stop worrying about the word “no.”
Most salespeople will do anything in their power to avoid the word “no.” We hate hearing it, but “no” is actually not a bad outcome in sales.
3. Take more risks with prospects.
Salespeople are probably more risk-seeking than the rest of the general population. And yet, I find that they're still pretty risk-averse.
4. Be your prospect’s peer.
I can't tell you the number of times I hear salespeople talking about a prospect as if that prospect is some sort of god. Just the other day, I overheard a salesperson talking about a prospect who’s the CEO of a company, saying, "Oh, this guy is just so busy because he's a CEO. He's such an amazing guy."
5. Sell higher up the ladder.
Most salespeople are very comfortable around low-level prospects. They're comfortable around prospects sporting the title of buyer or operations manager, but once they start to get into the upper VP or C-suite category, suddenly salespeople clam up and get uncomfortable. They don't really want to call on people that high up.
6. Get face-to-face with clients more often.
People say all the time, "Getting face-to-face with prospects is old-school.” When I hear that, I want to shout from the rooftops, “Getting face-to-face with your clients is money in your wallet!”
7. Ask for one introduction each week.
This is a pared-down version of what I call my introduction challenge. First, let me explain what an introduction is. An introduction is simply when Person A, who is usually your client, introduces you directly to Person B, who is their friend or someone they know. We want Person A to actually make the introduction.
8. Understand your client's business goals.
This applies most directly to B2B sales, but even if you're selling to consumers, the idea still holds. You need to understand your clients’ big-picture goals.
9. Know the upside.
I cannot can’t enough how important is it to understand the upside to solving your client's challenges. Every client or prospect that you talk to has challenges, right? But far too often, the conversation stops there.
10. Dig into the decision-making process.
Understanding your prospect's decision-making process is one of the easiest ways to make sure that a sale doesn't fall off track. In fact, buyers often lament that salespeople don’t fully understand or respect their decision-making process and, as a result, the sale falls apart.
11. Make this the year of clear and scheduled next steps.
Very few things will have a more dramatic and immediate impact on your sales than making sure you have clear and scheduled next steps all the time. Be meticulous about making sure that every conversation you have with a prospect always ends with a very clear and scheduled next step.
12. Use feedback loops.
If you've followed me for long enough, you know what I mean by feedback loops. For newcomers, here’s a definition: Feedback loops are simply small questions to engage prospects or clients in a conversation.The key to feedback loops is that they’re totally irresistible to respond to. For example, if I say something like, "What I find is that a program like this will really help your salespeople differentiate themselves from the competition. Does that make sense?" The person I’m talking to is inclined to nod their head and say, "Yeah, that does make sense."
13. Commit to taking constant action.
I'd be remiss if I didn't mention this idea. I've just shared with you 12 tips for closing the sale so you can have your most successful year ever in sales. You might love the ideas but if you don't actually do anything with them, then nothing will change.
Those are the 13 sales tips to make this year your best year ever, and start closing the sale more often than ever before. I want to hear from you. Which of these ideas did you find most useful? Be sure to share below in the comment sections to get involved in the conversation.
Be sure to register for my free training on, "The Formula to Closing More Deals without Price Pushback, 'Think-It-Overs' or Ghosting" salesinsightslab.com/training/
great video mark. number 13 should have been number one
Thanks Marc. Your tips always put me ahead.
Thanks for sharing useful tips, Marc.
Thank you Marc!
Great tips thanks Marc!
Thanks for sharing your experience with us. Like the mix between classic proven sales knowledge e.g. feedback loops are classic tie downs, not mini closes; but how cool is that drop the enthusiasm - could not agree more with you, salesy and weird = reactance to the max! But what I find most valuable is the no bs attitude, self assurance will always win
Thank you sir for the tips you are sharing with us
Make this the year of clear and scheduled next steps
"Sell higher up the ladder" ... well, that depends on what you are selling. Better to say "Match the product/service to the decision making process." Quite often it's the jobs of scouts to gather info for the higher ups and this process needs to be respected.
Commit to taking constant action!
Understand you clients big picture goals!
Get feedback loops!
I will work on scheduling next steps. I think that is going to be make a big difference!
Closing loops! Great idea and I start using it right away, does that make sense? ;)
Great video as always Marc! A quick tip- use hair wax and toss the gel in the bin.
Amazing
I remember you mentioning about sending a prospect a gift. What sort of valuable gift should I send them?
The value doesn't matter. It is about you building a relationship with the prospect.
In The 80s
All the top teams were loaded. Jordan was still on the rise with his Bulls. Jordan was a one man show… then he became NBA God in the 90s.
If you're timid scared feeling insecure get yourself Rolex. It demands respect and screams I made it. Even fake Rolex offline wear it when you make calls. It boosts your self asteam not sure why but gives you rank instantly. Not flashy gold but stainless steel.
if your self worth is based on what youre wearing, you have some growing to do
Marc, your hairdo is distracting. So that's Tip 14: no distracting hairdos
Absolutely. For 3 minutes I couldn't think of anything else whenever he slightly turned his head.