221: Selling Year In, Year Out (Part Two)

<p>In Part One, we talked about Jan Carlzon’s insights into the importance of consistent service  being provided to clients.  The buyer mantra is know, like and trust in sales. We also talked about the basics of sales – prospecting and closing. Now are we going to continue the errors, shortcomings and mistakes of last year into the new year or not?  Are we going to just continue doing what we have always done year in, year out or are we going to improve?  We tend to get into a groove in sales, which is perfectly fine, if it is the correct groove.  We start again this year, but are we adding years of sales experience or are we just duplicating the same dubious experience of last year?  We have to make the decision that we are going to become better in all aspects of the basics of selling and build a professional career.</p> <p> </p> <p>As mentioned in Part One, a big element of sales success revolves around our communication skills. These days it is made even more difficult, because we are probably doing all of this, while selling remotely.  How do you like someone you have never met before in person and only interact with on a small screen during an online call?  In this environment, what we say and how we say it become vital.  Did you know that we lose about 20% of our pep when we are on screen. We have to lift our energy just to get back to parity, let alone start to impress the client with our energy and passion to serve them.</p> <p> </p> <p>You will have noticed what dead dogs a lot of people are when on screen.  They are lifeless and low power. If you are the buyer, they are probably not the type of person you want taking care of your business.  You want a powerhouse who will run through brick walls for you, who will leap tall buildings in a single bound to do the best deal, someone who will take a bullet for you on the pricing. This means the same old, same old, year in, year out sales boogie doesn’t function properly and we will lose the customer and the sale.  We have to refine our onscreen communication