When a rep comes to us, he or she is looking for a guarantee of success. That is something every independent sales rep wants! Most sales reps appreciate our core values:
• Always Learning
• Always Living
• Always leveraging
• Always Inspiring Others
However, while the sales reps appreciate our core values, we struggle to effectively communicate how those values look in the field and what the independent sales partners need to do to guarantee success. Although I am usually conservative (not prone to “fluff” or “get rich quick” schemes), in this instance I am willing to make a strong statement by saying that I can guarantee success for any sales person who will follow three simple tasks outlined below. Obviously, I am assuming you have a little bit of sales ability and communication skills. These are the only pre-requisites to this guarantee besides good work ethic. Whether your area is payroll processing, merchant services, or other small business solutions, develop and practice these three action steps day in and day out to achieve your guaranteed success.
1. Walk into 20+ businesses per day. If talking on the phone, make sure you talk to 10+ business owners per day. Walking into businesses is definitely the most successful way to accomplish sales.
2. Update your CRM at every stop. Why? As you update, you’re collecting more and more data which will help build your pipeline value and facilitate making those sales. When you make a follow-up visit, having notes about your previous conversations, the prospect’s responses, the best way to contact the prospect, etc. will make a much easier experience for both of you. Updating your CRM after every stop will build momentum and make sales easier for you over the long run.
3. Listen to or read thirty minutes of sales training per day. If you use mine, that’s great. But there are many other great business people from whom you can benefit: Tom Hopkins and Brian Tracy are a couple. Making this a daily activity will give you many good ideas and more motivation to get out and inspire people.
These action steps differentiate the field sales professional. I work with thousands of sales people one-on-one coaching on the phone or in person. I can tell you what the successful sales people do. Sometimes when I ask the reason for the success of a sales individual, he or she will seem surprised that I would ask. Their answer is, “James, I’m doing what you tell us to do!”
CLICK HERE to watch the replay of our Payroll Processing Training and learn about the tools you need to effectively upsell Payroll Processing as well as overcome common objections!
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