13 Sales Tips to Make This Year Your BEST Year Ever

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Video Summary:

Closing the Sale Tip #1: Commit to learning one new sales idea each week.

I’ve interviewed and worked with some of the best salespeople in the world. One common trait shared by almost all of them is that they’re committed to being on the cutting-edge of what's working in sales.

By committing to learn just one new sales idea each week, you’ll be on your way to closing the sale just like these sales superstars do. When you think about how many weeks are in a year, that's 52 new ideas over the course of a year alone.

Closing the Sale Tip #2: Stop worrying about the word “no.”

Most salespeople will do anything in their power to avoid the word “no.” We hate hearing it, but “no” is actually not a bad outcome in sales.

Closing the Sale Tip #3: Take more risks with prospects.

Salespeople are probably more risk-seeking than the rest of the general population. And yet, I find that they're still pretty risk-averse.

Closing the Sale Tip #4: Be your prospect’s peer.

I can't tell you the number of times I hear salespeople talking about a prospect as if that prospect is some sort of god. Just the other day, I overheard a salesperson talking about a prospect who’s the CEO of a company, saying, "Oh, this guy is just so busy because he's a CEO. He's such an amazing guy."

Closing the Sale Tip #5: Sell higher up the ladder.

Most salespeople are very comfortable around low-level prospects. They're comfortable around prospects sporting the title of buyer or operations manager, but once they start to get into the upper VP or C-suite category, suddenly salespeople clam up and get uncomfortable. They don't really want to call on people that high up.

Closing the Sale Tip #6: Get face-to-face with clients more often.

People say all the time, "Getting face-to-face with prospects is old-school.” When I hear that, I want to shout from the rooftops, “Getting face-to-face with your clients is money in your wallet!”

Closing the Sale Tip #7: Ask for one introduction each week.

This is a pared-down version of what I call my introduction challenge. First, let me explain what an introduction is. An introduction is simply when Person A, who is usually your client, introduces you directly to Person B, who is their friend or someone they know. We want Person A to actually make the introduction.

Closing the Sale Tip #8: Understand your client's business goals.

This applies most directly to B2B sales, but even if you're selling to consumers, the idea still holds. You need to understand your clients’ big-picture goals.

Closing the Sale Tip #9: Know the upside.

I cannot can’t enough how important is it to understand the upside to solving your client's challenges. Every client or prospect that you talk to has challenges, right? But far too often, the conversation stops there.

Closing the Sale Tip #10: Dig into the decision-making process.

Understanding your prospect's decision-making process is one of the easiest ways to make sure that a sale doesn't fall off track. In fact, buyers often lament that salespeople don’t fully understand or respect their decision-making process and, as a result, the sale falls apart.

Closing the Sale Tip #11: Make this the year of clear and scheduled next steps.

Very few things will have a more dramatic and immediate impact on your sales than making sure you have clear and scheduled next steps all the time. Be meticulous about making sure that every conversation you have with a prospect always ends with a very clear and scheduled next step.

Closing the Sale Tip #12: Use feedback loops.

If you've followed me for long enough, you know what I mean by feedback loops. For newcomers, here’s a definition: Feedback loops are simply small questions to engage prospects or clients in a conversation.The key to feedback loops is that they’re totally irresistible to respond to. For example, if I say something like, "What I find is that a program like this will really help your salespeople differentiate themselves from the competition. Does that make sense?" The person I’m talking to is inclined to nod their head and say, "Yeah, that does make sense."

Closing the Sale Tip #13: Commit to taking constant action.

I'd be remiss if I didn't mention this idea. I've just shared with you 12 tips for closing the sale so you can have your most successful year ever in sales. You might love the ideas but if you don't actually do anything with them, then nothing will change.

Those are the 13 sales tips to make this year your best year ever, and start closing the sale more often than ever before. I want to hear from you. Which of these ideas did you find most useful? Be sure to share below in the comment sections to get involved in the conversation.

Видео 13 Sales Tips to Make This Year Your BEST Year Ever канала Sales Insights Lab by Marc Wayshak