Here are some notes from a lot of sales courses I attended, condensed into some simple checklists. I don’t much like the salesmen they create, but they’re interesting to reflect on.
Things you can do to get better at selling:
- Plan your sales conversations in advance
- Warm up, by reading about selling skills for 20-30 minutes a day
- Schedule your first sales appointment early
- Spend 75% of your time “prospecting” until you’re too busy with your clients
- Make every minute count – work all day
- Work lunchtime – get six extra selling weeks per year
- Listen to sales training, make driving time equal learning time
- Have a trusted time management system and use it consistently
- Upgrade your skills continuously
- See more people
- Concentrate on productive use of time
The most successful sales people will be doing all the above, you choose your level of success when you choose which to leave out.
Here’s ten keys to success I wrote down from somewhere:
- Love your work – become the best, commit to excellence, pay the price.
- Decide exactly your goals – do not be discouraged, believe in yourself.
- Plan every goal – do not give in to adversity, it’s not how far you fall, but how high you bounce.
- Commit to lifelong learning – your mind is your most valuable asset.
- Use your time wisely – always be asking “what is the most valuable use of my time?”
- Follow the leaders – don’t follow the followers, ask the best people in your field.
- Guard your integrity as a sacred thing – “To thine own self be true”.
- Use your inborn creativity – “I’m a genius” – everybody can do something at genius level.
- Treat everyone you meet as if they are the most important person in the world – “Do unto others…”
- Work hard and you will succeed – Work smart, do it now, not later.
And finally, on how hard you need to work – an aeroplane needs full thrust to reach cruising altitude. Be like an aeroplane – full throttle, maximum effort is the only way to reach your goals.