EP23: Improve Your Sales Performance // I Have Today Podcast

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“Most of the conversations we have, whether we realize it or not, are sales conversations.” – Diane (3:17 – 3:24)

Sales is an integral part of business and life, and it can be fun!  

Whether you’re trying to close a deal, get a promotion, or convince your partner to try a new restaurant, there’s some selling involved in most of your daily conversations. Regardless of your industry or your job title, sales is an integral part of business and life. Better sales performance will improve your conversion rates and revenue, and create a healthier business overall. Improving your persuasion skills can also result in a better quality of life. Learn how to get more of what you want and what you deserve!  

However, many people have a negative mindset surrounding the idea of sales, and they put themselves at a disadvantage before they even make the call, or get to the meeting. They might doubt their ability to sell, or feel like they are being too “pushy.” However, with the right mindset and plan of action, sales can be fun and rewarding.

“It’s not about you, it’s about them. Be genuinely interested when you have a conversation with a prospect.”  – Anthony Camacho (21:08 – 21:18)

Here are three ways you can embrace selling and improve your sales performance.

Build relationships with your prospects. Instead of focusing on how you can make a sale, focus on how you can solve your prospect’s problems and improve their lives. Be genuine, and learn as much as you can about their needs and desires. They are much more likely to trust you and your solutions if they feel that you really care about them. When you adopt this sort of relationship building approach to sales, you’ll end up with long-term customers that refer you to others.

Follow a systematized approach. If you don’t have a system or a process in place, you’ll be inconsistent in your actions, and you’ll get inconsistent results. Take inventory of your current performance level, and create action plans accordingly. Tracking your closing ratio will help you learn how many calls you need to make, and how many meetings you need to schedule to reach your sales goals within a given period. Over time, you should aim to improve your sales performance so you can set bigger goals.

Be in competition with yourself. Your biggest goal should be to be better than you were yesterday. Instead of worrying about what others are doing, focus on what you’re trying to achieve, how you aim to improve your customer’s lives, and how you can improve every day. When the only person you’re competing with is yourself, you just can’t lose.

“Under pressure and stress, you can’t sell because you’re so inside your head you can’t even focus on the customer.” – Anthony Camacho (32:15 – 32:27)

Take consistent action every day.

To get the best results, take consistent action every day. It will help if you can have some fun along the way. If you’re enthusiastic and provide a good experience for your prospects every time you follow up with them, they will remember you for future business even if they don’t buy from you right away.

Finally, don’t be afraid to fail and make mistakes. There are always more prospects, and as long as you learn from your mistakes and make an effort to improve, you will be a better salesperson because of them.

How to get involved

  • For more information about working with Diane and to gain access to valuable resources visit dianeforster.com.
  • You can contact Diane for coaching information at info@dianeforster.com.
  • To learn more about the EED Process discussed on today’s episode, get Diane’s book, I Have Today.  
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