So much of successful sales is down to building proactive, consistent sales habits and developing the sales discipline to execute amid the day's mayhem.
Here are five sales habits I swear by to keep sales firing:
1. MIT
It's really easy in sales to spend our days in reactive mode, responding to prospect/client requests and beholden to the day's demands. All the great intentions we have for proactive sales activity easily go out the window. My go-to to carve out small, bite-sized proactive time is "MIT." 9am -10am is my "Most Important Tasks" time, my dedicated slot to focus on being proactive. A couple of proactive activities a day soon add up.
2. Learning
The pace of change is unbelievable; every time I blink, there is a new sales tool to explore. There is never enough time to learn or explore new tools, but I also can't afford not to. I make learning bite-sized by reading 1 page a day minimum, which typically goes on to be 5 to 10 pages. Some days, 1 page is a push, but the majority of the time, once I get going, I'm engrossed. The reading I do is constantly brushing up my skills and giving me fresh inspiration. This also keeps my mindset strong. I firmly believe sales is a mindset game!
3. Follow Up Friday
Follow-up Friday is one of my most successful sales habits. Every Friday, I follow up on outstanding proposals, meeting requests, and actions to move the needle. Our clients have recorded their highest order days and months with follow-up Friday. It brings consistency and discipline to the sales process. Put it in your diary as a reoccurring non-negotiable meeting.
4. Nurture
I'm a massive fan of proactively nurturing relationships. I believe in playing the long-term game. Nobody wants to deal with someone who acts like a friend who turns up when they want something. I dedicate time to keeping in touch, reconnecting, and sharing an educational blog or resource. One of my favourite things is exporting my LinkedIn contacts as a spreadsheet and reviewing who I need to reconnect with.
5. Reflection
I reflect a lot on what is working in my sales approach, what is not, and what worked well in a presentation. I do a lot of reflection and constantly try to learn and refine my approach. Being aware of where my results are coming from and where I am wasting effort keeps me on track.
BONUS: Qualification
Chasing the wrong business is something most sales professionals have been guilty of at one point or another. I've probably learned this one the hard way, and sometimes, I still get a reminder to focus on prioritising the prospects who meet my ideal client profile and avoid at all costs time consuming wasting time when I am not the right fit and unlikely to win.
Whenever I lose a deal, I reflect on why and what questions I could have asked to better qualify the opportunity.
Want to stay ahead of the game?
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