Making use of simple sales fundamentals is something we all tend to forget, yet the very core of what we do as sales people is rooted in those rudimentary ideals.
These I find to be foundational to how I operate as a sales professional.
- Honesty – Honest with ourselves, our managers, and above all, honest with our customers. Â A Fortune 500 customer of mine had been treated, let’s just say, unfairly by my predecessor. Acknowledging this fact, I asked what it would take to close this deal. “I want the product for $700k”, was the reply. Knowing I could not, I countered with an offer already approved. Not only was the deal done, but also because of my directness and honesty, I was introduced to others within the company that expanded my sales pipeline to $2M+.
- Understand – We must understand that without customers we don’t exist! Simple logic, yes, but I can’t tell you how many times I’ve seen this be totally forgotten when the game starts.
- Serve – We owe our allegiance to our company. No, I’m not talking about that blind faith-leadership following act, but your support to the company. If you are working for a company, then be your company’s strongest proponent: EVANGELIZE for this company! Driving revenue is not a spectator sport. Sales is the tip of the spear for a company and usually the FIRST contact point with the customer. Make it a good one!
- Back to Basics – When I’m stuck, had a bad quarter, or for whatever reason need to regroup, I always look at the basics.
It is important to ALWAYS keep this in mind. One last thing, Share your success….don’t flaunt it. In today’s environment, everyone needs to work together more than ever. I will be sharing some more thoughts on the basics in the coming few days.
I hope you get the idea. My goal is to make your day a little lighter and easier by revisiting some of the basics. With a down economy, it is tough out there, and every bit helps. In the end, we all benefit.
Good, bad or indifferent, Contact Me and let me know your thoughts.
Happy Selling!
Ed Warner