The Ten Rules To Becoming A Sales Professional
Relationship selling means different things to different people. However, we should all be able to agree on one thing: successful career development depends upon how well we strengthen continuing business relationships with our customers.
Some sales people have built numerous valuable business relationships over five years. Others have been in the business for one year, five times; they do deals, but don’t establish strong professional relationships with their referral sources.
A very insightful measure into your success as a sales rep is how many “clients” you have developed. I define a client as someone who gives you, on a regular basis, 50 percent or more—if not all—of his or her business. In essence, you are the partner of that business source.
Superstar sales people tell us that 80 percent of their business regularly comes from only a few accounts. Others may envy their steady stream of referrals, but aren’t willing to discipline themselves to build strong business relationships.
In my bestselling book, Hyper Sales Growth, and in my many sales presentations and workshops, I talk about the rules of selling. These are the standards against which you should measure your activities and adjust your work efforts to build a more satisfying and profitable career. Follow these ten rules to begin strengthening your business relationships and become a true sales professional.
THE RULES OF SELLING
- Self-renewal required
Self-renewal describes the constant search for ways to improve your productivity. Productivity means becoming better, smarter, and faster – a true professional. What are you doing to sharpen your axe?
- Personal and professional vision
To become a superstar, and to reach the success level of your dreams, you must define your personal and professional vision of your future.
- Total quality management
Quality management for any company starts with the sales force. Our company can only work with the business that we, as sales reps, provide it. Therefore, it is incumbent upon us to seek quality business from quality sources.
- Invest in yourself
As a sales rep, we are the CEO of our own business. The more our income comes from commissions, the bigger stake we have in that business.
- See fewer people
Most sellers call on too many prospects. I believe you should target a limited number of top-quality account prospects and then focus all call activity on this target list. The goal of every sales rep should be to build a limited clientele of high-producing business sources.
- Transfer of trust
Selling is the transfer of trust. If we analyze why prospects do business with a sales person, the bottom line is trust. A trusting relationship is always built between them.
- Value-added partnerships
A value-added partnership is a business relationship in which each partner receives more than expected. To achieve this relationship, each partner must think like the other and strive to find ways to assist his or her partner in being more successful.
- Recognize support staff
No discussion of value-added partnerships would be complete without consideration of our partnership with our inside support staff. Frequently they are the unsung, unrecognized heroes of the day-to-day sales process.
- Be your own sales leader
Success is achieved one step at a time. Success is evaluating past performance. Success is accepting personal responsibility. Success is remembering: “If it’s meant to be, it’s up to me.” We should be our own sales leader, as well as CEO of our own business. We should act on our own advice.
- Career growth
Maximizing career growth starts with what we believe. Belief is the guiding factor, principle, passion, and faith that provides direction in our lives.
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