While there are many important things to think about as a professional seller or business owner (where you are your sales team) – a few words and actions come to the forefront of importance:
Questions – you need to ask questions to learn more about your prospective customer. This helps you qualify the potential of the relationship, and the value you could offer prospects or not.
Understanding – the more you understand the scenario of your prospective customer, the better you can offer your ideas, products, and services or refer them to others.
Solving – it’s all about solving people’s business problems and easing their challenges. If you can do this, you differentiate yourself and through asking the right questions become a consultative solver.
The ACTIONS that are important to remember:
PLAN – Always work a plan. On Monday morning, know what you are working on all week. Review it on Friday, and track your metrics so that you can benchmark your success. Don’t know how? Find out how.
THINK – By looking ahead, and evaluating options, you provide the best ideas and solutions. What you are really selling is hope, and you are an agent of change. Know this, and provide solutions, not products and services.
ACT – Take actions every day that lead you toward your goals. Have a “little voice mangement system” to fend off doubt in your mind if you are not feeling successful. The right actions lead to your success.
Got other ideas? Email them and I’ll post the rest.