More of the Best Sales Advice From My Career in Sales

The Best Sales Tips

The Best Sales Tips

More of the Best Sales Advice and Tips from a Career in Sales

Last week I wrote an article that contained 9 of the best sales tips that I have learned over my career in sales.  In this article I will offer 9 more pieces of the best sales advice for success in the profession of selling.

Again, even the best sales advice and sales tips will not make you successful, because success in sales is the result of an integrated system of beliefs and practices developed and perfected over time.  But pieces of sales wisdom in the form of the best sales advice or sales tips are valuable for how they reminds us of what we may have forgotten and point us in the direction of those things that should become part of that system of belief and practice that will result in success.

Here they are, 9 more pieces of the best sales advice from my career in sales.

  • Sales Advice #1:  Learn and use proper commitment questions.  I know you’ve heard this before, but do you really understand the power of commitment questions when they are used properly?  A commitment question gives the prospect the opportunity to convince themselves that they are convinced.  It is not your information that convinces, it is allowing the prospect to react affirmatively to that information that does the job.  A strong commitment question also allows the customer to leave behind the reasons for their commitment and move forward with a desire to own rather than just an inventory of benefits that they won’t remember by the time you get to the price.  Learn more about commitment questions in this post.
  • Sales Advice #2:  Wait two seconds after the prospect has finished talking before responding.  Yes, two whole seconds.  Why so long?  Because it insures that the prospect has finished her thought.  Interrupting a prospect tells them that you are not interested in what they have to say, and there is no quicker way to loose credibility and trust than talking over a prospect.  Try it and you’ll be amazed at how much better you are perceived by your prospects.
  • Sales Advice # 3:  Have a pre-sales call ritual that gets you ready to win.  Great performance in sales requires the right mindset, but there is a lot about selling that tends to bring us further from that right frame of mind rather than closer to it.  How do you ensure the right mindset on every sales call?  You have a pre-call ritual that preconditions you for success and prepares you to perform at your best.  Simply put, the pre-sales ritual should involve:  Remembering your best sales successes.  Imagining the outcome of this appointment as being just as successful.  Taking a deep breath and smiling.  Learn more about sales call preparation here.
  • Sales Advice #4:  If you can’t sell it, sell them on letting you have the last look.  We know that you can’t close every sale as soon as you would like, and sometimes a prospect will just not allow the closing process to reach a conclusion- they want to look around, see other options, check their finances, etc.  When this happens, get the customer’s commitment that when they know what they want, and before they make a decision, that they will give you one last chance to make them an one last and best offer.  Why can’t you do that now, they may ask?  Because they don’t know what you need them to do yet, you respond.  Perhaps this gets you back into a negotiation of terms, but a least it gets you in front of the prospect last.
  • Sales Advice #5:  Teach others what you know.  One of the best ways to learn is by teaching.  It will remind you of the fundamentals of selling, the things you may have forgotten, and push you to learn new things yourself.  Teaching is also your legacy in the profession of selling.  Isn’t it nice to think that after you are long retired a conversation will take place between your protege and a new salesman where you are credited with their great success.
  • Sales Advice #6:  Smile even when you don’t feel like it and you soon will.  It sounds simple.  Maybe too simple until you understand that positive expressions create a positive mindset as much as they are a reflection of it.  Want to take it one step further?  Get in front of a mirror and smile.  You will be amazed how quickly a forced smile becomes a real smile that you can take with you on your next sales call.
  • Sales Advice #7:  Focus only on what you can control and leave the rest alone.  Have you ever heard the expression, “his life is out of control” and it’s opposite “he is really in control?”  I’m sure you have, but maybe you haven’t thought of them in this way.  I would suggest that someone who’s life is out of control is experiencing a negative condition because they are focusing on what they can’t control.  No wonder things aren’t going well.  They are spending all of their effort on changing what can’t be changed.  In contrast, the person who is “in control” is in a good situation because all of their effort is spent on changing for the better what they actually can control.  It is where you focus your energies- on either those things you can control or those you can’t- that will determine your success.  Your advantage is a focus on what you can make better, and forgetting about what you can’t.
  • Sales Advice #8:  Take excellent notes.  Life is a great teacher, and in life there are many people who will teach you great things.  The key is not to forget those valuable lessons along the way.  Taking notes is a way to do that, and I don’t mean just at seminars and quarterly meetings.  I am talking about taking notes everyday on the things you have learned and the things you want to learn more about.  Buy yourself a nice notebook, carry it with you, and when it is full put it on the bookshelf next to your other great books.
  • Sales Advice #9:  Remember to give thanks.  Appreciation is the greatest currency we have to spend in life, and the more you give the more you have and the more you get.  Give thanks for the successes, give thanks for the challenges, give thanks to your customers, and give thanks for the opportunities that the profession of selling presents.

And there you have  it- the best sales advice I have to share.

I’d like to hear your best sales advice.  Let us know in the comments below, and if you liked this article please pass it on or recommend it with the following links.

Sorry, comments are closed for this post.

One-Call Close Sales Training CD’s