Every good sales rep knows there are a lot of aspects of the job that are out of our control. We don’t know if a prospect woke up on the wrong side of the bed or if a deal we’ve been banking on will suddenly fall through. If you want to be a consistent closer, you need to be able to roll with the punches.
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Here are ten tips to drive more sales, no matter what your day throws at you.
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Follow a process.
It can be pretty tempting to show up for work and just wing it, and a lot of salespeople fall into this trap. Make sure you have a process in place if you want to be consistently successful. You don’t have to schedule every day down to the minute; just make sure you (and your teams) have guardrails in place to guide you along.
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Prioritize your pipeline.
Your pipeline should be your best friend. No matter what’s going on around you, if you want to be a top sales performer, you must make time to tend to and build up your pipeline. Prioritize what you know is going to be impactful, and you’ll never have to worry about where your next deal is coming from.
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Sell the problem you solve.
Believe it or not, prospects don’t really care about every feature and functionality your product has to offer. What do they care about? The pains and problems they’re facing. With this in mind, focus your energy on identifying and understanding the problem your customer needs to solve, and then sell them the value your product brings to the table.
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Don’t be afraid to move on.
Not all prospects are created equal — no matter how crucial they may seem when your pipeline runs low. Don’t be afraid to move on from prospects who just aren’t that into you; it’ll save you hours of chasing and headaches in the process.
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Adapt, adapt, adapt.
Successful selling means adapting to varying buying styles, complex sales cycles, and the roadblocks and sticky situations sales will inevitably throw your way. Just think of all the things you can achieve when you’re flexible and open to taking a couple of risks along your sales journey.
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Think about the big picture.
When you’re caught up in the day-to-day grind, it can be pretty difficult to see how your daily actions connect to your long-term goals. If you want to be a top sales performer, keeping the big picture in mind will help you get through some of the more tedious challenges that a sales job can sometimes entail.
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Know when to talk — and when not to.
Some salespeople are so afraid of so-called awkward silences that they’ll end up jumping the gun to fill them. Sometimes silence is good. Don’t let your prospects off the hook from making decisions — for example, if your prospect needs more time to think about something, let them tell you; don’t do it for them!
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Value your time.
Understand your value and how it plays into a business relationship. Don’t waste your time unnecessarily, and don’t let other people waste it either. If you set the right expectations and stick to them, your prospects will respect and value your time as well.
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Take care of your health.
If you want to exceed expectations at work, you need to take care of yourself outside of work. Getting enough sleep and being proactive about your mental health will do wonders for your confidence and productivity.
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Invest in salestech!
As salespeople, we have so many tools at our disposal geared toward making our jobs — and lives — easier. CRM automation, connected workspace technology, and sales enablement solutions are out there to help you cut down on gruntwork, manage your entire pipeline, and ultimately get time back in your day to do what you love: selling.
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If you focus on the aspects of your job you can control, you’ll be a consistent closer no matter what situation you walk into. Mastering simple factors like your attitude, vocabulary, and tech stack will set you up for success and help you close more deals in the long run.