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03.11.09 How To Make Your Business More Successful  By
Jim Berkowitz Here's an excellent post by Anthony Cole, 7 Habits of Successful Salespeople: In analyzing those salespeople who are successful year after year, we find significant consistencies in behavior and practice management. So, borrowing from Steven Covey, here are "7 Habits of Successful Salespeople". 1. The ONLY "A" priority is prospecting. Successful salespeople service accounts just like everyone else. They also have fires to put out and meetings to attend. But nothing gets in the way of consistent prospecting. You don't have to like prospecting, you just have to do it. If you learn to like prospecting, you will do more of it. 2. Don't look, act or sound like every other salesperson calling on the prospect. Create a unique approach - Don't just say that you are different. Put yourself in your prospect's place. Would you take your phone call and be responsive? If not, work on your strategy and script. 3. Successful prospectors understand that the purpose of a call is to set an appointment with a qualified candidate. Stop seeing anyone who will see you. Make sure the prospect qualifies to do business with you. Stop selling on the phone. 4. The quality of the phone call determines the quality of the appointment. Your goal is to identify on the phone if your prospect has a problem that you can solve. Establish that they would like to fix the problem. Even though the prospect identified a "problem" on the phone, the identified problem isn't the real problem. Ask questions about why the problem is a problem and how much the problem is costing them.
5. "Drill down" past the pain or problem indicators (symptoms). Here are a series of questions for you to use to get past the initial symptoms that a prospect will give you: • Tell me... • How long has this been a problem? • What have you done...? • When you spoke with...? • What has your current provider done to make this problem go away? • What happens if you don't fix...? • How much is it costing...? • Is that a problem??Do you want to fix it? • But not today? 6. Finally, know that prospects want to meet professionals through introductions, not cold calls, so always ask for introductions as your first prospecting strategy. Continue reading this article. About the Author: Jim Berkowitz is a seasoned executive with more than 30 years of professional services and project management experience related to Customer Relationship Management (CRM) and Financial Management (Accounting & ERP) software solutions for small, mid-sized and Fortune 500 companies. As a Sales Force Automation and CRM Consultant, Jim has assisted more then 100 companies with the design and implementation of custom CRM solutions. Mr. Berkowitz is the founder and President of CRM Mastery, Inc.; a company dedicated to serving small and mid-sized enterprises (SMEs) by offering affordable tools and guidance to help them plan for and succeed with their CRM initiatives. |
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