In yesterday’s post, we discussed that having the proper tools in selling can help you avoid some of the bumps and bruises along the way.

Read Yesterday’s Post


Today, we will get into some of the specifics that you will need.

Although every industry has specific needs and variations, here are a few to consider that should generally apply to all:

Lead Sources:  You must have a system of developing a pool of new contacts from which you may begin your prospecting. Depending on your market, you may choose a lead source which is virtually limitless – or you may choose something that is a more narrow focused based on your market needs.

Contact Management Software:  You must have a system that keeps you in front of your prospects, and your prospects in front of you. The more automated the system, the less likely it is that a particular lead will “fall through the cracks”. However, the automated systems depend on you to input the data – so you must be consistent in doing so.

Prospecting System: Develop methods and take advantage of technology that gets you time on the telephone and/or face-to-face with the person or people who can say yes to you. Embrace the tried and true methods of cold calls and referrals. But also take advantage of the methods that have presented themselves to us over the last few years such as social media, targeted email campaigns, and new ideas that develop.

Value Proposition:  You must become well versed in how your customer will receive value from your service or product; value which goes above and beyond what they receive from the transaction itself. Everyone can buy what you sell from multiple vendors. To raise yourself above the other vendors who are out there, you must bring more value. And you must be able to communicate that value to your prospects in such a way that they see you as the obvious choice for what they need to solve their issues.

Scripting:  Sales people, in general, hate scripts. Get over it. In the beginning, you need to have some specific phrases that you use that will increase your chances of success. You need phrases that schedule meetings. You need questions that get your prospect to open up about issues they face. And you need phrases that result in the prospect taking specific actions. Don’t leave those to chance. Script them until you become proficient enough that you may take a more improvised route.

Sales Skills:  Whether selling skills are taught by your company or not is irrelevant. Your success depends on your ability to influence the behaviors of others. You should take advantage of resources and people that will guide you along the way as you develop your specific sales strategies.

Success in sales is no accident. And by equipping yourself properly, you may avoid many painful and costly bumps and bruises along the road.

QUESTION:  What new tools do you need for 2015?