Today I want to provide one of the most valuable sales tips in terms of your earning potential as a sales professional. This addresses an area of great weakness in sales professionals. Although I am NOT a proponent of focusing on your weaknesses, you Do need to manage your weaknesses to keep them out of your way. In an effort to learn many different things and satisfy curiosity (which is a good thing), sales people too often set a pattern of poor focus. To grow your career and make money, you must be able to focus.
Recently I read a very helpful book entitled The Twelve Week Year. The author’s premise is that we can accomplish more by planning and setting goals for shorter time spans, such as three months, rather than an entire year. Work to focus your attention on a shorter segment of time and short-term goals for your life and career. Think ahead and talk about the plan you have in place for the next three to six months. Decide your primary focus during that time. Set your mental focus.
I have frequently heard the statement that sales people are impatient. However, I don’t agree with that as a general assessment. In my opinion, most sales people are too patient! They don’t push very hard. Sales professionals don’t necessarily need patience to make sales; they need focus. The ambition and drive which causes someone to be impatient in closing deals can be good. However, the sales person should be disciplined enough to focus all that energy and ambition in the following three areas.
In my content I have mentioned using this approach when in the field, “Hi, my name is James Shepherd. I’m somewhat of a broker in the payments industry. I work with many different companies to make sure I find you the best deal.” Although that is a true statement, I have always had my one primary company to which I send probably 85% of my business. To be familiar with multiple processors is necessary in the industry. In situations such as a high-risk merchant, an Ecommerce merchant, or a very large volume merchant there might be the necessity of referring to other processors to achieve a better fit. To focus on one primary processor will afford more time and energy as you become familiar with the paperwork and have connections. Sending them ten or fifteen deals a month will ensure they are very happy with you and will be glad to bend over backwards to help. Focus on one company for three to six months.
In summary, don’t give in to the biggest weakness of sales people. Rather than jumping from one company to another or one product/service to another, focus 80% of your time, energy, and resources on…
For three to six months.
My name is James Shepherd. Thanks for reading!
Read previous post: The Key to Closing on the Spot – One Call Close
Read next post: 4 Steps to Hire and Manage an Assistant