How the best are improving in sales – the sales blog


Your job is difficult to master. This requires that you develop certain character traits and a complex range of skills. Your job title suggests that you are a salesperson, but there are more people with the title than people who become real professionals, mastering their craft. If the best get better, it's because they work at it. If you want to improve, here is a list of resources to help you.

Read books: There is no better value for money than a book. For less than 30 dollars and six hours of your time, you can acquire the information, ideas, strategies and wisdom that the author has spent his whole life discovering. You bend the learning curve deeply in your favor when you decide to learn from people who have already paid the price to learn the lessons, many of them by trial and error, without having to do the work yourself.

Read sales blogs: Many of us have blogs like this. Unlike a sales book, reading a blog article costs you nothing and most articles take less than five minutes to read. There is information available to you, even if you don't have the money if you are hungry enough and disciplined enough to divert your attention from distractions and improve your skills and abilities.

Watch YouTube videos: YouTube can hurt or help you improve your results. The variable here is what you allow to control your time and attention. There is no end of content designed to help you better understand the concepts, ideas and strategies. A single idea applied to your work in B2B sales can be worth millions of dollars in sales, provided you execute what you have learned without paying more than energy to apply the lessons.

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Ride with best sellers: If you want to accelerate your development as a seller, nothing more useful than driving with a seller who is already successful. One of the quickest ways to learn how to have productive sales conversations is to witness it. You will want to take note of the questions asked, the shared answers and the overall approach and strategy. This can speed up your development.

Ask your customers to teach you: You can ask your customers to explain how they think about their business, what is important to them, how they see specific problems and how they make decisions. You can also ask them to share with you how you bring them the most significant positive impact. The discovery is no longer what it used to be. It's not just about identifying the pain points. Instead, a modern sales approach means helping your customers discover something about themselves while allowing them to educate you.

Study your process: I am process agnostic. I am also skeptical of all sales processes, especially when they don't deal with the non-linearity of sales conversations and the way buyers buy. That said, if you don't understand the map of the business conversation and the results needed to find out where you and your potential customer are in that conversation, you're lost. If you are lost, your client is also lost, as you are supposed to advise. If you want to improve your sales faster, consider how to be more efficient at each stage of the journey.

Master your methodologies: It is shocking to find that few companies provide methodologies for everything we do in sales. There is a reason why companies and sellers who master their methods are more successful than those who do not. If you don't have value creation methodologies that would make you truly consultative, such as reaching consensus, asking powerful questions, overcoming objections, making commitments, presenting your solutions and negotiation, you slow down your development. Discovering and mastering effective methodologies is what will accelerate your progress.

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Framing: Your manager should coach you. They may think they are too busy to coach you, in which case you should ask them to coach you. There is a saying in golf, a game I never play, that you can't see their swing. You can't see the mistakes you make as quickly as someone else with experience. You also don't know what you don't know, and coaching helps you see new choices and produce unique results. Because coaching is a conversation that ends when you take other steps, it accelerates your best sales results.

B2B sales training: Training is a great way to improve your sales results. You have concepts, strategies, tactics and a chance to repeat conversations designed to improve your results. If your business does not pay for your business training and you believe it is your job, you should invest in training with or without their support. The better you are trained, the better your results will be. As you gain in value, you gain more. The reason why the best ones improve while others have the same sales over and over again is that they work to improve, personally and professionally.

Journal What you have learned: Sometimes you don't know what you know. Reflecting on events, interactions and outcomes can help you understand what you are learning – or should learn. Writing down what you observe can provide you with new ideas and learnings, as well as help you make sense of things. Starting a file called "Lessons Learned" and spending ten minutes being introspective and exploring what you have learned or experienced will improve your effectiveness over time.

No matter how good you are now, you can always improve, you can always improve. The variable of your improvement is your willingness to perform.

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