Are you a salesperson ready for explosive growth? Here are three pillars to embrace:
Pillar one: Psych up and prepare
Before you start the day, review the news and create one or two open-ended questions, one or two transitional statements, and a few talking points so you can have a real conversation about what’s going on in the world. If you have a coach or mentor to roleplay with, so much the better. While a script is great for practicing, don’t try to adhere to one during the actual call; just pick a few bullet points.
Pillar two: Presume
I can’t stand it when I hear a salesperson say, “Is it okay to take a few minutes to talk to you?” Be more assertive and assumptive with something like, “It’s great talking to you and I’m looking forward to speaking about X.” Don’t ask, tell!
Pillar three: Plan practically
So many salespeople say, “I’m going to make 50 calls a day!” but when they “only” hit 20, they feel a sense of failure. You need wins in business to keep you going. Lower your bar and set your metrics to something that makes sense on a daily basis. That consistency compounds to something great. (On that topic, check out one of my all-time favorite books, the Compound Effect, by Darren Hardy.)
Adopting these three pillars will help you think (and sell) big … really big!