I’m often asked to help salespeople succeed. Whether in business or franchise brokerage, or in any professional sales setting, the fundamentals are essentially the same.
Listed below are various points I make in a typical sales training workshop including 30 Rules of Sales Success and 5 Degrees of Failing followed by two sets of questions about why salespeople fail and whether you were born to sell.
As you’re reading through the questions, make note of your answers. Following each of the two questions is a simple grading system. See how you rank. Be honest with yourself as you’ll only be deceiving yourself if you act otherwise. If you’d like to discuss your results afterwards, feel free to reach out to me.
30 Rules of Sales Success
- Establish rapport and client confidence
- Establish and maintain a positive attitude
- Believe in yourself
- Make a plan…set and achieve goals
- Learn and execute sales fundamentals
- Understand the client and meet his/her needs
- Sell to help
- Establish long-term relationships
- Believe in what your selling
- Always be prepared
- Always be sincere
- Be on time for calls, appointments and follow-up
- Look and sound professional
- Use humor strategically
- Master total knowledge of what you’re selling
- Sell benefits, not features
- Always tell the truth
- Always keep your promises
- Don’t dog the competition
- Listen more than you speak
- Anticipate responses – statements and objections
- Overcome objections
- Ask for the sale
- Shut up after asking closing question
- If sale not made, make firm appointment for follow-up
- Follow up… Persist until you succeed
- Redefine their rejection
- Find your success formula through numbers
- Do what you do passionately
- Create positively memorable experiences at all times
5 Degrees of Failing
- Failing to do your best
- Failing to learn the science of selling
- Failing to accept responsibility
- Failing to meet pre-set goals
- Failing to have a positive attitude
Why do salespeople fail?
Answer YES or NO
- I watch the news for I hour each day.
- I read the paper each day.
- I read a news magazine every week.
- My work is a drag.
- I get angry for an hour or more.
- I talk to and commiserate with negative people.
- I look to blame others when something goes wrong.
- When something goes wrong or bad, I tell others.
- I get angry at my spouse and don’t talk for more than 4 hours.
- I bring personal problems to my work and discuss them.
- I expect and plan for the worst.
- I’m affected by bad weather enough to talk about it
How did you do?
- 0-2 yes answers: You have a positive attitude.
- 3-6 yes answers: You have a negative attitude.
- 7 or more yes answers: You have a problem attitude.
Are you born to sell? No, you learn to earn!
Answer YES or NO
- I have set my goals in writing.
- I have good self-discipline.
- I am self-motivated.
- I want to be more knowledgeable.
- I want to build relationships.
- I am self-confident.
- I like myself.
- I love people.
- I love a challenge.
- I love to win.
- I can accept rejection with a positive attitude.
- I can handle the details.
- I am loyal.
- I am enthusiastic.
- I am observant.
- I am a good listener.
- I am perceptive.
- I am a skillful communicator.
- I am a hard worker.
- I want to be financially secure.
- I am persistent.
How did you do?
- Answer over 15 with an honest yes and you’ve got what it takes.
- Between 10 and 14, it could go either way – better chance if you answered yes to knowledge, enthusiasm, self-confident, perceptive, self-motivated, persistent)
- Under 10… well, a career in sales is most likely not for you!
Have a great day. Make it happen. Make it count!
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