Your Motivation, Inspiration & Direction for the Week Ahead
It’s What You Do
Happy Tuesday! And what a great Tuesday it’s going to be! Let's talk about what Cranfield study revealed top salespeople do:
1. Start with a collaborative mindset. They approach each sales situation as an opportunity to create value together with the customer, for the customer, and for themselves and their company.
2. Listen. Top salespeople don’t walk in and pitch. Instead, they first seek to understand the customer’s problem or goal so that they can work with them to create a solution.
3. Ask the right questions. An expert’s questions don’t just serve to discover information about the customer. They challenge current thinking, reframe problems and push the customer toward new insights.
4. Use the whiteboard. Unlike the Narrators in the Cranfield study, top salespeople launch open-ended, interactive discussions free of PowerPoint-style/predetermined information and truly tailor the discussion to their customers.
5. Reward customers for engaging. Customer time is precious. Great salespeople get this and reward customers with value for every interaction. This can take the form of ideas, resources, content, and even access and introductions to other people.
6. Sell the value. While they are savvy negotiators, the salespeople who close the biggest deals focus on demonstrating the tangible economic value of their solution rather than haggling about the cost.
7. Follow up. Top salespeople know every sale is a step to the next. They check in to see if the solution worked or functioned the way it was supposed to and whether the customer is getting all the value they hoped for.
Something to Think About
It makes sense, doesn’t it? This is a people business, and when the focus stays on the customer, everybody wins!
This week, think about the activities listed above. Are these things you do in your daily business? Which of these activities do you need for a more successful career? What should you do less of, based on the information above?
Words of Wisdom
“Successful people maintain a positive focus in life no matter what is going on around them. They stay focused on their past successes rather than their past failures, and on the next action steps they need to take to get them closer to the fulfillment of their goals rather than all the other distractions that life presents to them.” – Jack Canfield
“Humility is the true key to success. Successful people lose their way at times. They often embrace and overindulge from the fruits of success. Humility halts this arrogance and self-indulging trap. Humble people share the credit and wealth, remaining focused and hungry to continue the journey of success.” – Rick Pitino
“Successful people are always looking for opportunities to help others. Unsuccessful people are always asking, ‘What's in it for me?’” – Brian Tracy
“The biggest hurdle is rejection. Any business you start, be ready for it. The difference between successful people and unsuccessful people is the successful people do all the things the unsuccessful people don't want to do. When 10 doors are slammed in your face, go to door number 11 enthusiastically, with a smile on your face.” – John Paul DeJoria
“Successful people make money. It's not that people who make money become successful, but that successful people attract money. They bring success to what they do.” – Wayne Dyer
This is a great article inspired by Judy Ledur
Pam Crawford, ABR,e-PRO®,CRS,CDPE,LMC
Owner, REALTOR®, Managing Partner, MBA, BSBA
RE/MAX Professional Associates
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