When sales are meeting or exceeding expectations, enjoy the moment and reward yourself. There is nothing like a congratulatory pat on the back to make one feel good about themselves.
It is also an opportune time to reflect and analyze the hows and whys of your successes. This should also include taking stock of the sales tools you have at your disposal:
- Value proposition
- Competitive advantage
- Responses to anticipated objections
- Defined sales process
- Technical support
- Customer service
This is only a portion of what might already be in your own tool kit. They are all important, but will not be used to maximum benefit without:
Not to be confused with over confidence or arrogance, but the approach with poise that puts your prospects or customers mind at ease. Perhaps it is the characteristic that others use to describe you as thorough or helpful. However described, it is the foundation on which you successfully build solid business relationships with all your customers.
Don't make a call without it.
Good selling,
Richard
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