Have you ever wondered why Tiger Woods is the best golf player in the world? Or why Michael Jordon could most probably be the best basketball player ever walked on Earth for a very long time? Well, it is because they master their core fundamentals of their professionalism.
One thing is for sure, they would not be where they are without practice. Yes, even if God-given talents. Practising their core fundamentals becomes a part of their lives. For golf, Tiger practised hours and hours of strokes and swings. For basketball, Michael practised hours and hours of dribbling, passing, shooting, rebounding and defending. So, what are we sales professions are to practise daily?
More salespeople do not know what are our core fundamentals, much less practise it. So, here they are:
Building rapport, qualifying, presenting, closing and handling objections.
Building Rapport: A "People" Person will not find this hard to do. If you do not minggle well, then this should become your #1 priority to practise. I think this is also the most important of all the fundamentals.
Qualifying: Learning to qualify your potential clients early can make a difference in your overall success. Pursuing non-qualified prospects is costly. If you learn the qualifying questions early, your productivity will soar and hence, achieve more in less time. If you want some tips, you could start with the "W" questions: (what, why, when, and who). Write it out on a sheet of paper in your style so that it feels comfortable to you.
Presenting: Have you completed your Client Presentations yet? If you have not, start! A good sales presentation is the first step, then practise it. Know what to say and how to say it. A well-prepared presentation sounds confident, polished and professional. Role play with your co-worker or family member if you have to. Get their feedback. Record it, play it back..... Know of a great speaker that you would not mind hearing for hours and hours, yet it only feels like minutes have gone by? Do you know they practised and practised until it becomes their second nature? It was not their first time presenting it to you.... (That I am sure!).
Closing: Closing is an art of itself. Know that closing is one of the most feared areas of the sales process.
Are you afraid of the outcome is not to your liking? How about trying this? Instead of "asking for the business" or "where to sign on the dotted line", ask if you have provided a solution. These words do not create the same fear and for me personally, it is a much easier approach on my personality.
Handling Objections: This may been the most difficult part of the fundamentals. As humans, we do not like No for an answer. But it is inevitable - or at least know that it could happen so that you could plan to turn around each objection. As an example: A Prospect may disclose to you during your closing step that he/she is not ready to make a decision right now (or too busy). Then go back to the Qualifying Step. See if there is some issues you did not address prior.
I would encourage you not to push too hard as well. People make decisions based on their comfort level. Give them the time, respect and space to make the best decision for themselves.
Building a business is not easy. The real truth is that the odds are against us. It does not matter whether I like it or not. But if you have an effective plan of action, you can shave off some small bumps.
So, are you ready to practise your core fundamentals today?