2011 is here and what have you done to achieve your goals and meet your targets this year? One third of January has already passed. Have you made 33% of your sales goal for January, too? Many sales professionals have already strategized their sales goals and objectives for the New Year. No matter where you and your company are in the planning process it is critical to have established and clearly defined sales goals. 90% of sales is all about being focused on the right activities in a structured and systematic fashion to effectively prospect, fill your sales funnel and manage your existing and prospective customer based through the buying/selling process.

Here are a few ideas to support your successful sales efforts:

1. Become a trusted assistant buyer to your customer. Throw your sales hat in the corner and “put on” the thinking hat of the #1 assistant buyer. Consider the fact the people hate to be sold but they generally love to buy. Make sure to help them to make the best buying decision and be aware that this may at some time mean to recommend something different than your product or service. However, if you help your customer find the best solution for him/her they will come back to you and stay loyal.
2. Take your customers through the buying/selling process with (relevant) questions not answers. Potential customers for your product or service really don’t initially care what you have to say. Your sales story is really the last thing they want. What potential customers really want are their questions answered. Their questions are indicative of what is really important to them. When you understand (through asking good questions) what is important to them, you help them uncover and create their personal buying motive. Invest more time asking questions about what they want or need. Use your product or service knowledge to answer their questions concisely while moving directly into the next question. Consider as a rule that it is all about them … not about you and your knowledge. Support a potential customer to make a buying decision through the questions you have asked rather than trying to sell by guessing at which features and benefits you think may be important to them.
3. People make buying decisions based on emotions. Another crucial reason to lead the buying/selling process with questions is to help uncover personal buying motives. Buying motives are more often than not emotional. Seldom do people make buying decisions based purely on rational and logic. If people decide to buy a car but they actually purchase a Volvo specifically for the safety of their family, a BMW for the sporty image or a Cadillac for a sense of luxury and prestige. Safety, sportiness or luxury are emotional reasons. Most people resist the need to go to a new barber or hair stylist. Getting your hair trimmed or styled is a very practical process. Yet, for many the resistance to switch this particular service provider is based on the fact that, “no one can do my hair exactly the way Phil or Ann does it.” That response represents a personal, hence emotional attachment.
4. Build relationships and orders will follow. People buy from people they know and respect. Success in sales is first of all about relationships. Orders are great but the benefit is short term at best without the corresponding relationship. Creating relationships built around a management philosophy of creating loyal customers means you get to take orders from that customer for life because they keep coming back. And, they keep coming back because of the relationship they have with you and your company. If you promote the sales philosophy of taking orders you are promoting the idea of shopping around, looking for the better price, or the biggest discount. Promoting loyalty mean your customers already know the service or product is great and they truly appreciate the way they are treated and served as a customers. A strong relationship is critical to the long-term success of the sales effort.
5. Invest your time wisely. Time is money, so allocate your time as if your were actually allocating real dollar bills. You have 24 hours every single day of your life added to your “time account”. It is your choice how to invest it which is directly correlated to your priorities or the lack of them. Money truly is what you are throwing away every time you don’t invest your time wisely.
6. Think and be a life-long learner. The moment you consider having mastered sales is the moment your success will begin to diminish. Sales can never be mastered as there is always something to learn, a new technique to be mastered, and a more thorough way to understand the emotional buying motives of your potential customers and clients. Consequently, you must always be thinking, learning, and honing your skills. If you truly believe that you have mastered your sales profession then I am here to tell you that you have become the biggest obstacle to your continued sales success. As a sales professional, personal growth and development is key to generating the income you desire.

2011 is going to be a fantastic year and it is time we take control of our success and economic destiny. Success in sales is exciting but requires dedication and work. How can you take some of the tips above and apply them to your success in sales? Think it through and start today! 2011 has already begun and is progressing at great speed.

Share what you will be doing as a comment and let us participate in your success.

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