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High Achiever Sales Professional Tool Kit: 5 Tools To Advance Your Sales Income

To become a high achieving sales professional, you must first become an expert communicator. Ask any sales person if they would like to make 0,000 a year and they universally say yes. But then look at the tool kit they use to pursue clients, and more than likely you will find that the sales tools are dull.

After 19 years of working with sales organizations in general, and high achieving sales professionals specifically, Ive found that there are many tools that are prerequisite to advancing your income. These five that I will cover here are words and phrases that will create an environment with your prospect where they are telling you the truth. And since your most precious commodity is time, you cant afford to waste it with people who lie to you.

1. What would you like to accomplish today?

I get called on by many sales organizations (some of them household names) and rarely, if ever, does a sales person start a meeting with, What would you like to accomplish today, Bill. This one question will save you hundreds of hours a year from working on things that dont matter. Its a way for the prospect to begin to share their problem with you. Just because the tool sounds simple, doesnt mean its used.

2. Is there any financial impact to this problem?

Im assuming that youre not giving away your solution for free. And that in fact, there is a price the customer pays to buy and a price the customer pays not to buy. I want to understand the difference. By asking this question, you will start to learn what the financial consequences are for not buying. Then when you talk about your fee, the prospect will be comparing your fee to the cost of the problem. Sales amateurs will very rarely help the prospect make that connection. High achieving sales professionals deal with money more elegantly and eloquently. And this question will help you put money on the table without it just being about your price.

3. Lets do this.

Get advances if you cant close. Lets do this is a proven technique that allows you to talk about the next steps in the process while you move your prospect forward toward a final decision. Lets suppose youre an hour into the sales call and the prospect has shared with you some of the problems he has, but hes still unsure of your product or services value. You want to go back to your office and study them prior to giving a proposal. In this case, you would say, Lets do this. Im going to go back and put some thought into this and then lets set a time we can come back in a week and take it a little further. The better process manager you are, the better sales person you are.

4. Heres how we (I) typically work.

Use this on the very first call where youre laying out your process for getting them a solution. The high achiever needs to be thought of as an expert, not just in sales, but in the industry domain that you play in. Experts have processes and procedures. If you dont have a sales process, get one immediately.

5. I have a sense that

The elite sales executive pays close attention to their feelings. The gut instinct is a powerful internal communication device for you. If something doesnt feel right, it probably isnt. If something does sound right, youve got to call it.

I have a sense that are words in your sales professional toolbox that you can use to begin this conversation. I encourage my clients to use this if they are thirty minutes into the first call and the prospect hasnt shared any problems or pains that he wants to fix. You might say, In the first thirty minutes of our discussion today I havent heard anything thats really a compelling reason for you to change from your current source. I kind of get this sense that if things just continued on it wouldnt be all that bad.

Give the prospect an opportunity react. Its a way for the prospect to come back to you and either say yes, youre right and its over (which is OK because as I said earlier, time is your most precious commodity, so move on) or he will convince you that he does have a problem worth exploring. And then, you will have control.


About the Author: During his 19+ years of experience as a leader, experimenter and coach for hundreds of B2B sales teams, Bill Caskey has discovered that most sales organizations perform poorly in expressing their value to their prospects and customers resulting in severe underachievement by their sales force, long selling cycles, constant battles with clients and prospects and pressure on margins. To evolve into a higher achiever, increase your income you must first become a pioneer who dares to be different. To learn how, check out Bill Caskeys High Achiever Resource Website: http://www.theelitesellerblog.com




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