The 3 Secrets to becoming a Sales SUPERSTAR
What is the matter with people? Specifically so called salespeople?
Ask any seasoned professional salesperson what the key to their success is and they will tell you the same thing - relentless follow up. Follow up is an art. An art form which has been lost.
Maybe it's a function of the internet age where buyers have given up the pursuit of person to person engagement (having been let down one too many times) for the lowest common denominator of price as a substitute for a professional salesperson? Possibly it’s a function of the ME generation having been given everything NOW and the entitlement therein becomes the driver behind the "why should I" attitude of not following up or really selling. I mean we all get a ribbon for trying don't we? Come on people! Get with the program. The world has changed. And just like the mafia wipes out its weaklings every 10 years to ensure purity in the family this market contraction has and will wipe out all of you lazy, do nothing, quitters and retreaters posing as salespeople. Would the real salespeople please stand up, please stand up, PLEASE STAND UP! If you are too lazy to work and too afraid to steal - get out of the sales business. I'm sick of you. I want SUPERSTARS and I am on a mission to bring the superstars back.
Sales as a profession is one of the most valiant professions there is and it has been hijacked by low life's and lazy people who don't deserve the title. "Step 'ur game up" as Floyd "MONEY" Mayweather would say. Here are the 3 secrets to becoming a sales superstar;
1. Take pride in what you do. The greatest profession in the world is a salesman or woman. No economies grow, no business is done, nothing happens in the world without salespeople. Look yourself in the mirror and ask yourself "would people look at me and say I'm a great salesperson?" If you have doubt about the answer tweet at me @TheSeanMoffett and let's get you rolling to SUPERSTAR status.
2. Shorten the process. Who taught you to make the sales process laborious and painful for the buyer? Do doctors, lawyers, and powerhouse CEO's make their patients and clients sit through hours of mind numbing babble? Do they use phrases like "I don't know" or "uhhhhhhhh". Hell no! So why do you? Shorten your process. Be an expert. We're living in the age of instant access and 140 characters jack. Get with it. Stop wasting time and deliver excellence.
3. Follow up. Follow up. Follow up. Why do you stop calling after 3 tries. Hell, why do you not even call? For every lead you get it takes an average of 8.4 contacts to get a commitment to listen to you. Not to buy from you but listen to what you have to say. You stop following up when you don't get an answer the first time. C'mon wo/man! Use your tenacity. Use your creativity. Use your spark. You're better than that. This is the time and the market when the hardest work and greatest consistently is going to increase your market share. Phone, email, direct mail, personal visits, social media, advertising - all methods of contact must be employed to capture your buyers attention. At least that's what the professionals are doing.
People are still buying. They are just far more discerning on how they are spending their dollars. Who do they spend them with? Either the on-line store where service comes through the speed at which they can deliver the product - hassle free or from the expert salespeople who executes the process with excellence, provides needed and valued expertise and follows up relentlessly. There is a formula for success. You just have to want to work it. Key word - work.
Sean Moffett - The Moffett Company @TheSeanMoffett