Is your sales routine productive enough? Here’s what you need to know about it.
What does a seller need to do on a daily basis?
Many managers will say: sell. But what does a salesperson need to do each day to be able to improve their results and convert greater sales leads?
Sales spreadsheet kit to plan, motivate your team and not lose information
3 types of spreadsheet with ready-made formulas to put your business routine in order without much effort
Bottom of Form
How can a salesperson make their sales routine more productive by breaking it down into steps and tasks that need to be done every day?
What is the secret of the sales routines of great sales professionals who daily overcome their challenges, increasing their performance and thus obtaining better results?
There is no secret.
In fact, the secret is the division of time.
Sharing time wisely is the key, and learning to fit into day-to-day sales everything that needs to be done to achieve better results.
Perhaps, if there is a secret, it’s called continuous improvement. That’s what you need to keep in mind.
But when it comes to a sales-killing sales routine, what you need to do is divide up your day to accomplish big tasks. Here they are.
6 attitudes of an ideal sales routine
The more prospecting you do, the more opportunities to sell you will have. Ultimately, with every missed opportunity, you need to have a new target to reanimate.
Successful sales professionals devote a fair amount of time to prospecting for new business, sales opportunities and customers.
This daily habit prevents sales peaks and valleys, which leave companies in unpleasant and even threatening situations.
Prospecting is important. Spend a good part of your day doing this, whether over the phone, social media, Whastapp, online chats or even emails.
No self-respecting seller can fail to do this at least once a day.
Think about it: how much time of your day do you dedicate to prospecting? If your answer is less than 25% or 30%, you should think about new answers.
How much time do you spend prospecting new customers?
Check out: Know the main negotiation styles and how to use them to your advantage in sales
#two. Ask big questions
Over the years top salespeople have learned that most people will tell them anything you want to hear if you’re brave enough to ask.
However, many salespeople don’t ask high-value questions when meeting their prospects.
The best salespeople train their questions daily, probing, asking, and asking thought-provoking questions that get their prospects talking.
But still, many salespeople are uncomfortable asking questions because they feel that questions of this nature are too intimate or too direct.
The key is to verbally rehearse asking these questions before meeting with your prospect or customer.
This has to become a sales routine.
Learn new questions daily. This will help you to be a better questioner, and thus a more efficient and productive salesperson.
Reflect: What powerful questions are you preparing to ask your prospects?
#3. Know how to listen
The more you listen, the more you know.
Have you ever stopped to think about it? The best salespeople we know are the best listeners there are.
What’s more, when they don’t understand what they’re hearing, they ask for a little more clarification. And this is important for us to guide our ideas.
Always use the always helpful “tell me more”, “continue”, or “explain it to me better”.
This will encourage the other person to disclose additional information.
Also, make strong eye contact. This will show you are paying attention.
Reflect: How can you improve your listening skills?
Learn to listen. This will help you understand what your customers need and sell more.
#4. Make magical presentations
When talking about presentation, remember that boring class, lecture or course. You felt sleepy, felt lazy and counted the hours so that time would pass soon.
That’s the problem with most presentations.
You need to train and practice your presentation several times a day so that you can, with each passing day, have a better and more effective presentation. It has to be part of your sales routine.
Let’s go here, cite 2 presentation examples.
In one meeting, the salesperson turns on his laptop and begins walking through a generic 25-slide presentation describing how long his company has been in business, the projects accomplished, the awards they’ve received, and their customers.
None of this company’s information was relevant to the buyer.
What does this change in his life?
Nothing. This information ended up not making it clear why the buyer should use the seller’s product, much less answer the question why the potential buyer should use it.
The moment the potential customer asks, “How can you help me?” the salesperson begins reviewing the presentation, looking for an answer.
Now, let’s go to another sales presentation.
At the beginning of the meeting, the salesperson showed that he knew about the client’s company, and asked relevant questions about the projects the clients were working on.
The prospect, hooked by the question, mentions a specific project, shows what he was doing, and how he believed the seller could help.
The salesperson, being a well-trained professional, suggested another option and explained why it would be more beneficial to the customer’s results. With practical examples, he showed how this solution would solve his problems.
No wonder the customer bought it.
Think about it: How can you improve your sales presentations to ensure they are customer-focused? How can you prepare for this on a daily basis?
All salespeople know that it takes a lot more than just 1 call, sales letter, or email to connect with decision makers.
There are experts, surveys and trends pointing to 14 touch points for you to connect with the real decision makers.
Good salespeople know that it takes persistence in their sales routine and dedication to make good contact with good prospects, and they use a variety of strategies to achieve these goals.
Think about it: how many attempts do you make before you stop trying to talk to your potential customer? You need to try it every day.
Persistence in your sales routine will bring you closer to the yes.
#6. Ask for references
An after-sales or follow-up call can also be used to ask for referrals. How many of these types do you make a day?
Most salespeople don’t actively ask for referrals, even though they know how important it is to business. The challenge here is that they don’t know how to do it.
The other point is that many salespeople think their customers will find they are needy or desperate for new business.
However, the best salespeople consistently ask for referrals because they know that referrals are more likely to close a sale than a cold prospect.
Reflect: what have you been doing every day to develop the habit of asking for directions?
You need to do this daily
A habit only develops if you practice it daily. The sales routine of the best salespeople in the world is based on practicing, practicing and practicing these commandments some more.
Only when you are doing it unconsciously, you can better take advantage of your business opportunities, find loopholes in your customer’s testimonials, and even take your testimonial to a new level.
This is not a secret. It’s not magic. It’s just the practical, daily exercise of trying to become the best seller in your market.
Your sales routine needs to be filled with these 6 commandments. It will make you a better trader.
In addition to bringing success to you.