Focus on Communities
Successful Salespeople focus on meeting and knowing entire communities of prospects at a time. This way they get a clear view of the players, the opportunities and the challenges of the community. This way they also create a buzz within the target community.
Focus on Relationships
Successful Salespeople keep up a regular tempo of contact with their prospects regardless of whether there are immediate business opportunities. Regular phone calls, emails and visits keep successful salespeople aware of the latest developments and opportunities. Regular contact also make prospects more receptive when it comes time to talk business.
Focus on Learning
Successful Salespeople focus on inquiring and learning about their prospect’s issues and opportunities. Their meetings are always about their prospects first and their services second. They roll what they learn from one meeting into the next so that they ask better questions and get deeper insights. Successful Salespeople also look to provide help or exchange views in the same meetings to make every encounter mutually beneficial.
Focus on Helping Each Other
Successful Salespeople refine their industry knowledge and their problem solving experience into lessons they teach other professionals. This might seem counterintuitive but sharing insights alone do not create competitors. Successful Salespeople’s willingness to teach establish them as true professionals in the field, which in turn opens more sales opportunities and career options for them.
Focus on Being Their Clients’ Advocates
Successful Salespeople are their client’s strongest advocates when it comes to getting issues resolved or when designing products that position their companies as their customer’s strongest allies in the business.
What do you do that makes you successful? Please share!
(Photo credits to : Victor1558)
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I like this entire article except for the heading on the last point. The word “playing” advocate throws me off a little. I do understand your obvious meaning from what follows it, but someone reading just the heading might think “Are you their advocate or just playing like you are?
It reminds me some of the old commercial, “I’m not a doctor, but I play one on T.V.” Not a big deal, just something I noticed. Still great points.
Agreed!!! I got that amended. Thanks for bring this up!