17 Things You Have to Know!
Doyle Slayton | Jun 03, 2009 | Comments 18
1. Know the Vision – Sometimes managers get caught up in talking about the numbers over and over and over again. Although it is mostly about the numbers, it is also important to know what those numbers represent. Share the vision and the numbers will grow!
2. Know the Goals and Expectations -Print a copy of your goals for each month, quarter, and year and post them prominently in a spot where you see them every day.
3. Know the Score – Knowing your goal vs. actual keeps things in perspective. It helps keep your strategies and your focus in the right place.
4. Know the Compensation Plan – Work with your manager to understand exactly how you get paid. Now go out there and make the most amount of money!
5. Know the Guiding Principles – There are key key principles and strategies that lead to success. Once established, it shapes every decision and behavior to create a winning culture!
6. Know the Disciplinary Process – I’ve seen a lot of sales people who think they are an exception to the rule. Championship teams are built around team unity and cohesiveness.
7. Know Your Products and Services - Sales people often learn by trial and error when they run into a prospect who poses a new question. Although this natural progression is an important part of the learning process, those with the greatest knowledge often return the greatest gain.
8. Know Your Industry – Just as important as product knowledge is an understanding of your industry. There is great value in opening a sales meeting with the latest news and trends affecting the market. Whether the news is good or bad, find ways to turn that information into an advantage!
9. Know Your Competitors – Competition is as fierce as ever. It is common to walk into prospects office only to find out that your up against multiple other competitors. Understanding your competition can play a big part in establishing your objectives and your strategy.
10. Know Your Territory -Know the layout, the corporate demographic, current accounts, etc. and build a plan for attacking that market as efficiently as possible!
11. Know the Policies and Procedures – Show me a team with no established policies and procedures for handling conflicts, lead disputes, referral distribution, territory infractions, etc. and I’ll show you a team in complete discord. When issues arise, good policies and procedures settle everything cleanly and provide for consistent decision making.
12. Know Where You Stand – Sales people who receive immediate and consistent feedback are the most successful.
13. Know Your Strategy – After about 3 months in a new job, you should have a good feel for what it is going to take to be successful. Take your established goals and build a strategy that is toing to get you there. Follow the plan, day after day, and do everything in your power to knock it out of the park!
14. Know Your Office - It is too easy for sales people to end up stranded and lost on an island. Make sure you are plugged in!
15. Know Your Role – This really applies to people who have clear cut roles. For example, you might have a sales team, a customer support team, a finance team, and a tech team. I’ve seen sales people who take the position of, “I’m the one with the relationship… so let me handle every little issue that comes up.” Granted, there are exceptions that require your direct involvement, but at some point, you have to get your hand out of the cookie jar and allow your teammates to do their job. In this particular scenario, your job is set your support team up for success by making strong hand-off when you close the deal. It’s a good idea to have your team keep you updated on the “implementation” process… while you get back out there and find more clients!
16. Know That Your Manager Knows – Your manager needs to know the things that are really important to you. I’m not talking about telling your manager what you think they want to hear. I’m talking about sharing your honest goals and aspirations. Work together to find ways to make your personal vision fit into the team vision.
Ok… your turn… help me come up with number seventeen!
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Filed Under: Blog • Featured • Leadership • Sales • SalesTaxi
Know Yourself! Know what motivates you and build on that. Authenticity will get you further with yourself and your audience. No one can sell what they don’t truly believe in, whether it’s the product or the overall mission. If you are posing, that won’t keep you afloat for long.
Know why your sales goals align with your highest priorities. People with strong internal ‘maps’ see what others don’t see, retain focus and are organized, need fewer prompts and helps. Its internally driven from the highest level. This points to a leaderships skill – the need to articulate their priorities through my priorities.
Know when to shut up, close the book, pack up the laptop and leave the sales call. I didn’t say give up. Know when the process isn’t moving forward. Many times sales people will sell themselves right out of a sale because they keep talking. Just know how to read the customer’s signs and know when it’s time to sit quietly or when it’s just time to get up and leave.
Know Your Closing Move :- A situation where the client is interested in the product/service after series of meeting. The client would generally not initiate the buying formalities for the fear of losing the negotiation power. So a smart move to close the sale saves a lot of time.
Know you ROI on effort invested. Many a time, I’ve seen salesmen push too hard on a sale that isn’t going to happen anyway, no matter what you offer. This applies especially in the current times. Instead, figure how to go around it by taking a step back, seeing what are the overall objections coming. Try to address the scenario than the individual.
If you are only looking for one more, then it clearly has to be:
Know what makes your product unique.
What is it about that which you are selling that makes it the aspiration of your customer or client.
Great stuff Bruce. Isnt this the heart of the sale.
Bruce, I agree. I often refer to that as know your differential advantage.
Doyle,
I like the format and short points. Just to stimulate some discussion knowing yourself which means knowing you strengths and weaknesses is essential.
S
Great article! I found my experience most sales people need to know twho they from the prespective of their strengths, weakness, personality style, and talents. This is the foundation. The 17 things mentioned above will flow smoothly.
Melanie Morris said “know yourself” which is all important. There is a scripture which says, “For as a man thinks within himself, so is he.” Successful people think of themselves as successful and do what successful people do.
An important step to winning the sale:
* Search out the clients needs or problems to solve, then present your solution of resolution.
Know how to help your prospect/client. Understanding what their objectives are and what they are trying to accomplish puts you in position to help. Its not about you selling what you have its about helping them solve their problems (which may or may not include your product/service).
Know your Client:
Not only You but they also need your services that’s the reason you both are there. So be honest and always show there face to them that they also need you not only you need to be connected with them.
Know the Sales Process
This is most overlooked and under-managed part of sales leadership. An established sales process is a guide for both individual contributors and managers.
17. Know Yourself! (from above)
18. Deliberate Practice
From the Talent is Overrated book and a favorite quote: Those who practice improve. Those who don’t, don’t.
As a Golden Rule champion…
Know what the other person values most dearly,(customer, boss, or company) and give it to them.
Caveat: What I really want is what is best for me, and if what I think I want to not best then don’t give me what I think I want! Give me what is in my best interest. The other person may be frustrated with you…until they see the results and your intentions. Then they will value you above others who follow a “bronze rule”, (aka suck ups). This action may cause you discomfort in the short term, but long term you win bigger. These are the daring people execs want on top with them.
If you get crucified for doing what is in the others best interest, well, you are in great company. Besides, you want to work where it is win-win-win anyway don’t you?
I agree with Lisa, in that sometimes it will serve you best to say less as opposed to more. This can be true in many ways, but you definitely need to know when to stop talking. If you’ve explained something clearly, stop talking and start listening. If the prospect needs further clarification, they’ll ask you. I’ve heard many salespeople give a good pitch only to keep babbling (Perhaps due to nervousness or inexperience, not lack of talent) to the point where their message becomes lost. The most important thing that I’ve learned in my sales career is that less is often more.
KNOW YOUR CUSTOMER…
Know how to create value for your customer to make their buying decision a win-win situation. It’s the “what’s in it for me” mentallity and finding that happy median that satisfies the needs and expectations between both parties.