13. GREAT Salespeople never give up on unsold prospects, knowing that one day in the future, they will become clients.
Persistence! I can’t tell you how many times I have made a sale after persisting through objections and continuing to follow up with an unsold client. Firstly, I treat every person as if he or she is a buyer. I want to be the person that they inevitably buy from. They might not buy immediately for whatever reason, but be willing to be consistent, persistent, and make yourself available to them. No effort is ever gone to waste if you’ve put in the right amount of follow up with the right attitude.
14. GREAT Salespeople squeeze hours out of minutes and weeks out of days.
Time is money! I always laugh when people tell me that they don’t have enough time to train or enough time to grow their business. They have the same 24 hours a day 7 days a week that I have. What people lack the most is time management. I know that there are people all over the world reading this right now who couldn’t tell me the exact amount of time they spent on the phone with prospects, but could tell me all about the new videos on youtube or what their friends posted on Facebook.
You have to learn to manage your time and be willing to buy time. I write down everything that I spend time on and I actively look for ways to eliminate the waste. I’m not saying to not have rest or social time, but you need to make sure that you’re working when you need to work. See if you can make your phone calls to clients shorter, but just as effective. Would buying my top 50 prospects gift baskets be a quick and easy way to reach out? If my gift basket helps one of those prospects move closer toward a sale then I have just bought time. The time I would have to spend presenting or selling them was well worth the amount of money that I spent on that gift basket.
Get the most out of every minute. You have to know how to get the most out of every minute.
15. GREAT Salespeople see problems as opportunities.
Problems are great; someone who can solve a problem is someone who will reap rewards. Think about it, some of the greatest people in history are simply people who saw a problem and solved it. Thomas Edison created the light bulb, which was the solution to providing safe light sources in people’s homes. Henry Ford created the assembly line and the first mass produced car, solving the problem of people being able to get around affordably. Abraham Lincoln held the country together and solved the problem of devastation that would’ve occurred to the country had it split. A customer will always have an objection or a “problem” with the sales cycle. The person who lets those problems go unsolved will be the person left whining about how they can’t make a sale.
But if you train, and stay focused on solving the prospect’s problems, you are immediately put in the winner’s circle and people will want to do business with you.
Look for problems; anticipate them coming to you. Be confident in your ability to solve problems, and you will be the one reaping the rewards.