High Income Selling Strategies-5 Rules To Govern Your Behavior And Actions In The Sales Cycle–For High Performers

Everyone wants to earn more, but few are willing to change their behavior to do so. In fact, my experience tells me that most aren’t.
Yet, in my 19 years of work with the high sales achiever, I find that those people are different and worth examining. Most of them operate with a different set of rules about selling and the pursuit of new business. These new rules help govern their behavior and actions in the sales cycle. I have over 25 rules that I’ve documented, but here are the top five for you to consider:

1. Define what you want to attract.
High sales achievers are very specific about what they want to attract, both in terms of financial outcomes and business relationships. The Universe has an interesting way of delivering to you exactly what you order, so be specific on your order when you place it. The Universe doesn’t respond well to, “I just want to make more money.”

2. Bring up what scares you.
Most sales executive fears are an illusion. The worst thing we can do with fear is to ignore it. That feeling of fear is trying to tell you something and what it’s telling you is, act on it. If you’re in a sales process and you feel some fear about bringing up a difficult subject, then that’s exactly what you should discuss. Reveal what you feel.
3. Never coerce.

It’s been my privilege to work with some extremely high achievers in the profession of business-to-business sales. One thing I find about them is that they are ‘detached from outcomes.’ They spend no time “convincing, persuading, and defending.” And they spend little time trying to coerce prospects into their way of thinking. When you, a marketing and sales professional, begin to encroach on your prospect’s freedom, you become the pain and they’ll get rid of you. Tell people upfront “it’s alright if you decide this is not a fit at this time, let me know and I’ll be gone.” But do that upfront. That way you’re not 18 months into the process when you hear ‘no.’

4. Think “Process.”
The greatest businesses in the world have the greatest processes in the world. So why should a sales professional be any different? Of all the processes that the high sales achiever has, the most important one is the sales process. A great sales process is one where you can, in a step-by-step fashion, lead people from beginning to end with the constant understanding that some people will qualify “out of the process” and you can move on. Not only should you have a process, but you should also be indignant about the prospect’s adherence to it. (Here’s one of my favorite secrets: Great sales processes are better for the prospect because it helps them identify their problem quicker and create a better solution.) If you feel your sales process is only in your best interest, then you’ve got the wrong process.

5. Think ‘Leverage.’
One way to leverage your strengths is to hire other people and train them to do the things you don’t want to do. But as sales professionals–even as high achieving sellers — you might not have the latitude to go hire staff. But what you can leverage is “current relationships.” High achievers never make cold calls. Why would they? They have learned the power of referral marketing. They find a way to use their current client/network relationships to bring them new, ideal clients.
This is not as simple as “give me ten people you know, so that I can go make a sales call to them.” It is a thoughtful, strategic way to generate enough goodwill with your clients that they beg you to get them introduce you to their friends and associates. A great referral program doesn’t work if you’re not thinking “leverage.”

Sales Tactics Explained

The Merriam Webster dictionary defines “tactics” as ”the art or skill of employing available means to accomplish an end”. That being said, what are sales tactics? Employing available means to make a sale sounds like a good definition to me. So to employ sales tactics let’s start with what available means you have, most importantly your winning personality and eagerness to make your product fit your prospect. Do we necessarily have to have all the gadgets and fancy accoutrement’s to make a sale? The short answer is no. It all goes back to the fact that people do business with people and you must first sell yourself. So let’s refine our tactics to our personal presentation and how we handle prospects.

The first tactic is always be positive. People are like animals in a way, they can sense uneasiness and fear, throw that out before you start your day. Second guessing yourself is waste of time that could be better used in front of an interested buyer. Make sure that grin you’re trying to maintain isn’t a quarter inch deep, it has to originate from the center and move outward. No one likes doing business with a negative person, it taints the deal and future relations ships.

The second tactic that comes to mind for me if follow up. After you’ve given that rock star sales pitch don’t forget to call back and ask for the business if you didn’t close right away. Most savvy customers don’t make impulse buys. If you aren’t following up then the key reason why your widget is better than any other may never surface. Follow up and make sure you ask the client if they have any additional informational needs.

Thirdly, send out thank you notes even if it’s as simple as an email. Most people appreciate thoughtfulness and are moved by it. Don’t kid yourself, someone helped you make every sales you’ve ever sold. Making prospects into fans is one certain way of earning business. Always show some appreciation for opportunities you didn’t have.

These are only a few sales tactics but don’t forget to look at the tools that are always available. Your laptop or smart phone can help you be more efficient but ultimately it can only multiply the force you’re willing to exert towards your sales goals.

Three Things A Sales Professional Must Avoid

We all know there some things you just don’t do as a sales person. Customers aren’t in the habit of being forgiving especially before the sales person has been able to establish a strong relationship. Even after you’ve been become a household name in a client’s business there some faux pas that are hard to recover from. Here are three major actions to avoid:

Cell Phone Ringers
Back in the day when I owned a good size company and had sales people rolling through my office daily, cell phone ringers made me crazy. As soon as I heard a cell phone ring my attention was gone. Now it may seem petty but this was my office and my time. To me it doesn’t take much effort to turn your ringer to vibrate. The salesperson already had a hill to climb because I didn’t have time for whatever they were selling in the first place, and I had little interest in buying unless I was going to be “wowed”. Keeping the attention of your audience is critical and cell phone ringers can rob you of that quickly

Looking Like A Ragamuffin
Maybe it’s unfair to rate the value of the product on appearance of it’s representative but we all do it. I can’t understand why businesses allow their sales representatives to visit prospects or customers looking like a rag bag. Don’t visit a customer dressed like you can’t afford your own product. Muddy shoes and wrinkles will shut down your target quicker than anything. Your credibility has a lot to do with first impressions regardless of how great you’re product is or how brilliant you might be. A rough appearance can make many clients uncomfortable. Make sure you don’t look homeless or hungry, it’s never a good sign if a customer feels like they need to feed you or lock the door when you arrive.


Talking About Religion or Politics
If you want to shoot yourself in the foot as soon as you get out of the gate, bring up political opinions or talk about your church. Now chit chat is critical in building a relationship with a client but keep it general and away from hot button issues initially. If a customer brings up their political stance or religious following, be polite and change the subject quickly. Never, never, never bring either of these topics up yourself. We all know you have an opinion but you are there to sell a product not your religious or political agenda. Keep Pandora’s box closed and steer clear of these topics.