"Survival of the Fittest" in Professional Sales

Week beginning April 7, 2008. It's "SURVIVAL OF THE FITTEST" in the sales profession today ! And here some valuable reminders to stay fit ( and survive ):

1. Prospect, Prospect, Prospect, Call, Visit, Call - find opportunities that others haven't
2. Work hard and work smart - now's the time to manage and prioritize your efforts
3. Stay on top of existing relationships - your competitors are after your clients
4. Focus your energy on what you can influence about your future - not what you can't
5. Be creative - what could you do to bring measurable value to what you sell
6. Sell your integrity and forthrightness - competitors can be less than forthright
7. Know what's happening in your marketplace ( customers & competitors )
8. Be careful what you say to customers and your support team - listen more than talk
9. Become a better listener to internal ( support team ) and external customers
10. Challenge yourself to grow - get outside the box - look for external stimulation
11. Get excited about what you are doing and let it show
12. Be determined to excel and not let the economy get you down or inhibit your success
13. Be gracious, respectful, and appreciative to everyone you encounter
14. Add campaign steps and intensify your database management - update specifics
15. Ask for referrals ( especially when they are expressing their satisfaction )
16. Get more comfortable selling yourself ( especially if you sell an intangible )
17. Put more effort into being prepared for appointments & presentations
18. Don't assume anything - base your decisions on facts - not what happened before
19. Show your appreciation to your support team members - ( thank you notes, etc. )
20.Arouse your competitive spirit - are you best at what you do or not - stop whining and making excuses - go sell something TODAY !

Have a good week !! Everyone can improve their "artistry" as a salesperson and their knowledge of the sales "science" ( justifying decisions ) . No one knows it all !

Please get "ACKNOWLEDGEMENT" when you present features and benefits. You know - actually sell them by getting the "buyer" to accept the value of your feature and benefit ! Mr. customer, do you see how that will benefit you ? ( and wait for an answer - don't answer for them ). Most salespeople can't stand silence and hardly ever get acknowledgement !! If I'm the buyer and I just set there and listen - maybe nod occasionally - have you sold me anything ? I don't think so !

Go out and make a sale today !I can help you with this ! I have some good suggestions for you ! Call me 916-372-8429 or email me mvgwhiz@aol.com