So, what exactly do sales and exercise have in common? More than you'd think, according to sales coach Pat Weber. "Going back to the basics in sales is like starting a new exercise program," says Weber. "Muscles working out in an established routine may no longer respond to toning or strengthening. Sales skills in your regular routine may never get a tune up. Like physical exercise, why not tune-up your sales skills?" Follow these tips from Weber for a tight and toned sales process:
Warm up. Assess your strengths in the sales process. How is your attitude? Do you have various ways of prospecting? Is your presentation more "you" focused than "I" focused? Assess your skills all along the selling process.
Power Yoga. This stretching exercise builds big muscles in a fast and effective way. In sales skills, asking for referrals is like a 'big muscle' and even the best salesperson may overlook it. When customers are delighted with your product or service, have a systematic way of asking for referrals in place.
Multiple rounds. In one of my first years of selling my manager raved to the staff about my persistence. To me I was simply following up. The sales cycle in that industry could take 6 to 24 months, even for the best. My training at the time proposed a six-time follow-up. Very often, it was 24 times with follow-up of a specific business reason that resulted in a customer. How many rounds of follow-up do you need?
Take breaks. Focus or full engagement is a critical skill necessary for sales success. Still it is wise to take a break on occasion from your vigorous selling routine. As in almost any endeavor, including selling, a break to recover will leave you refreshed, recharged and more creative.
Don't hyperextend. When kickboxing, it is possible to overextend your reach with either legs or arms. Likewise, when selling, it is possible to go beyond being persistent. But who gets to decide? Ask your customer about staying in touch with them and determine how long, how often, in what ways and about what you will follow up with. Follow the customer's request and you will never hyperextend.
Cool down. Networking, making follow-up calls and giving presentations are all extroverting events. Balance these with activities that give resting points along the way and your cool down will serve you well in sales. Purposefully schedule planning time and you will step off the treadmill and optimize your results.
"Just as exercise keeps your body tuned up, assessing your sales skills keeps your sales up," says Weber. "When you identify what needs to be tuned-up, exercise that sales skill by adding to or deleting from it what is no longer effective."
Pat Weber is a top-selling salesperson, sales manager and America's #1 Coach for Introverts (and even extroverts who may be reluctant to sell.) She assists her clients in sales, leadership and learning to speak with more confidence, deliver effective presentations, and increase sales by 100%. Learn more at www.prostrategies.com
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