3 ABC’s to Immediately Boost Your Sales Execution
Maybe you opened this blog thinking, “Oh great. Another blog post telling me to ‘Always Be Closing’”. Sorry to say, I am not going there.
You see, there has been far too much focus on closing. It’s time to focus on sales execution, which encompasses the entire sales presentation, not just the close.
Don’t get me wrong. I am all for closing. I just think we need to look at the execution of everything that goes into closing a sale before we close.
So here are three simple ABC’s of sales execution that will immediately boost your sales execution…
1. Always Be Communicating
If you desire improved execution in any area of your life, then you need to communicate at a higher level. Unfortunately, most sales people deliver a monologue sales presentation to move their products.
News flash… No one wants to hear you talk that much. So stop making sales execution just about you. Focus on execution with others.
Think of every interaction like a ping pong game. If you keep the ball too long, your opponent will walk away from the game. In your communication, give the other person an equal voice and they will enjoy the process much more.
2. Avoid Being Cheesy
Some old school sales trainers tell you to use phrases and techniques that you would never dare utter in normal conversations.
Could you imagine sitting at a coffee shop with a friend, looking at her near empty coffee cup and saying, “You would love another cup of coffee… wouldn’t you agree?” #Awkward
Just be genuine. You shouldn’t sound like a completely different person when you talk with a potential customer. Nothing is wrong with you, so be who you are and get rid of the #salescheese.
It’s all about what sales execution looks like and sounds like for you as a genuine human being.
3. Address the Buyer’s Cause
Imagine you need a car. You hop on the web, do some research and then begrudgingly drive over to the car dealership. As soon as you walk in, a sales person walks up to you and asks you a series of questions:
• “How can I help you today?”
• “What type of car are you looking for?”
• “What is your budget?”
You will notice none of these questions get to the buyer’s cause or her mission. Now, for poorly trained sales people, this is unfortunately what passes for sales execution. But think about this…
Most of the time, people buy a new car because something happened to their old car. Or maybe they added a new driver in the family. Or they brought a new baby into the world and the old car brings up a new safety concern.
You get the idea.
If you don’t address the buyer’s cause during your sales presentation, then your sales presentation is about you and not about them. I promise you, they will more likely buy for their reasons than for your reasons.
Want to immediately improve your sales execution? Like RIGHT NOW? Then start practicing your ABC’s. And I promise that you will change your customer’s world.
