Most people get sales confused with manipulation and conning people to part with their money. Great selling is a world away from that and is really about putting together some simple principles. Basic principles that are very similar to lessons you may have heard from your mother!
Sales Lesson #1: Be yourself.
Your Mum said: “Just be yourself, everybody else is already taken.” (ok so really attributable to Oscar Wilde)
The Sales Lesson: Great selling is about influencing people, getting to know them and what they need. If you are trying to be someone or something else ~ chances are that the person you are talking to will see through it! The best way to influence is to be sincere in your efforts and that can only be done if you are being you.
Sales Lesson #2: Do what you do, do well (Ned Miller 1965).
Your Mum said: “If something is worth doing, it’s worth doing well.”
The Sales Lesson: Because many people don’t like selling … they put it to the bottom of the ‘to do list’. This just makes a hard job so much more difficult! Great selling is about building and keeping strong relationships with your clients; this can’t be done through neglect. Your sales job is to keep in touch with your clients and potential clients in a meaningful way. There are some simple lessons on Sales Follow up Etiquette here.
Sales Lesson #3: Yes you can!
Your Mum said: “If you set your mind to it … you can do anything!”
The Sales Lesson: She is right you know. Great selling is about having a plan and executing that plan. There are no free rides in sales … it is about connecting with people and helping them solve their problem. They won’t call you so you have to make time every day and every week to do your sales jobs!
Sales Lesson #4: Be on time & Be prepared.
Your Mum said: “Have you brushed your teeth and got your lunch for school?”
The Sales Lesson: Mums are always thinking about the next step in the program for their kids, so that they can be prepared. Being on time and prepared for your sales meetings is essential if you are going to impress your potential client. It says that you care about them, their business and their time! For each meeting or phone call ~ think about the next step for your client and you.
Sales Lesson #5: Remember your P’s & Q’s.
Your Mum said: “Say please and thank you and remember your manners!”
The Sales Lesson: There are some really simple things that you should always follow with new (and existing clients):
- Thank them for their time and efforts.
- Make sure that you do what you say you are going to do.
- Say sorry when you make a mistake.
If you add these simple sales lessons to your daily schedule ~ you will have better connections with your clients and reap the rewards. Please share some more mother-pearls and what they mean to you!