Episode 228, Stop Crying and start Smiling about your sales!

Could you create a Sales meeting topic in minutes? Lisa Thal is an Author,  Inspirational Speaker, and Business Coach. She has over 37 years of marketing, sales, and leadership experience. She wrote the book "Three Word Meetings."  Lisa coaches leaders on creating sales and business meetings with fun and interesting 3-word topics to create a conversation and inspire your sales team.

 

Episode 228 Weep or Reap:  Gain control over your business today!

 

Friends, success is not an accident. It is hard work, perseverance, learning, and, most of all, the choices we make each day. Today, I want to share the difference between reaping and weeping when building long-term sales success in your business.

 

According to statistics, sales representatives only spend around 11% of their workday selling their products or services, which is an alarmingly low amount of time. 

 

Imagine if you just doubled that time to 22%! 

How much better would your sales be?

 

Many have focused on short-term gains for too long and have not considered how our choices will impact the future. We must adequately prepare the soil or cultivate sustainable growth before we swing for big numbers. It leaves us vulnerable when seasons change and often results in frustration when problems arise that we could avoided with wiser planning and action.

 

But fear not! It doesn't have to be this way. You can chart a new course by understanding five fundamental principles and adjusting how you show up each day. 

 

Today, we will look at what separates those who consistently reap rewards from their efforts from those who often find themselves weeping over what might have been. 

 

1. Setting Clear Goals 

One of the keys to sales success is clear goals and objectives. Successful salespeople always have a clear idea of what they want, why it is needed, and how they will achieve it. They set specific and measurable targets that align with their company's business goals and work diligently towards achieving them. Sales goals should be challenging yet achievable, and they should have a time frame for achieving them.

 

2. Focusing on the Customer 

Successful salespeople talk less about their products or services and more about the Customer's needs, wants, and pain points. They listen more than speak and ask probing questions to uncover customers—sellers who show empathy and build customer rapport, trust, and credibility. Salespeople who focus on the Customer are likelier to close deals and build lasting relationships.

 

3. Prospecting Effectively 

We need a steady stream of qualified leads, and a salesperson can be successful. Successful salespeople know how to prospect effectively. They research and target the right companies and individuals likely to be interested in their products or services. They use multiple channels to reach prospects, including phone, email, social media, and referrals and introductions. They also follow up consistently and persistently with prospects until they convert them into customers.

 

4. Tracking and Measuring Results 

Successful salespeople are data-driven and track their sales activities and results. They use tools like CRM (customer relationship management) software to track their sales pipeline, monitor their progress, and measure their performance. They analyze their data to identify what is working and what is not and adjust accordingly. They also continuously learn and develop their skills by attending training programs, reading books, and seeking feedback from their colleagues and managers.

 

5. Maintaining a Positive Attitude 

Finally, successful salespeople maintain a positive attitude and mindset. They focus on what they can control rather than what they cannot. They embrace challenges and setbacks as opportunities to learn and gro