Salespeople deal with market ups and downs, political influence, people’s (customers, influencers, internal stakeholders, bosses, etc.) changing mindset and goals, etc. on a daily basis. Sales can be like herding cats on the best of days.
These factors and others can cause even the best of salespeople to be concerned because they are mostly outside the salesperson’s direct control yet we still have to meet our sales targets. So it’s not easy being a salesperson, especially in tougher markets. However, highly effective salespeople will tell you that while tough markets can be a real challenge, they can be a fantastic learning ground forcing them to find new ways to operate, new markets to sell into, and new ways to do business.
These highly effective salespeople know that the trick is working out what you can control, what (and who) you can influence and what (and who) you cannot control. Once you have worked out these things you can devote your time, energy and attention to the things you can control and influence on a daily basis.
What we can control
- Our own behaviours and attitudes – how we think about situations such as problems and opportunities can determine our course of action and the outcomes we achieve
- Our intention – what is it we are really trying to achieve? Are we entering into new client relationships out of desperation or deceit or are we looking to create customer centric propositions based on a fair exchange of value, trust, and openness?
- Our purpose and goals – Give yourself something to aim for. Decided what you stand for. What you want to achieve. Then analyse and assess your current situation and decide on a course of action. Setting meaningful SMART (Specific, Measurable, Attainable, Relevant, Time based) goals (personal and professional) and being clear about what you want to do and how you will make it work is motivating and inspiring.
- Our capabilities and approach – In sales terms we can plan our approach; make prospecting calls on a consistent daily basis; position ourselves to ask insightful questions and listen effectively so as to determine how we can help our customers; knowing how our products and services serve and help customers; keeping our skills, knowledge and mindset up-to-date, fresh, and focused through regular education and ongoing learning.
Our Well-being – looking after our health and well-being by eating healthy foods, drinking plenty of water, getting regular exercise, having downtime, fun, and relaxation.
What (and who) we can influence
- Be interested – show interest in other people by finding out what they want to achieve.
- Ask questions and listen – Selling is by its nature a role that is about influence and persuasion. We are, through effective questioning and listening, influencing and persuading our prospects and clients to buy. We cannot force them, we can only influence them, skilfully.
- Offer choice – Helping people make informed decisions by providing them with clear information, different perspectives, and choices so they can make up their own mind.
- Be clear about your message – Know what you stand for and then spread the word and key messages via social media and other means. Be consistent and make it interesting then you will start to attract the people that you want in your business and your life. Remember your messages, your words can attract or repel people – either way you will influence them.
So spend this week thinking about what you can control and influence. Then put into action what you can control and influence
Remember everybody lives by selling something.
Author: Sue Barrett
[1] https://en.wikipedia.org/wiki/PEST_analysis
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