Quantify Success

Knowing what success looks like will help you find it. You begin by setting specific, measurable goals—ones that are both realistic and achievable. These should always be numeric. They might include sales volume, sales value, sales calls made, sales leads identified, conversion ratios, etc. Then, establish milestones for each goal showing expected dates of completion. Make your progress visible by charting or picturing it on a poster you can look at everyday. You will be able to see at a glance just what you need to do to get the results you want.

Sharpen Your Tools

You may already know the basics, inside and out, but are you applying them with consistency? If so, you always offer benefits not features. You engage the prospect, using open-ended questions to probe for interest and resistance. You apply the AIDCA model (awareness-interest-desire-commitment-action). You answer any objections before moving on. You vary your closing strategies as needed. And whenever you find yourself in a slump, you go back to these basics again and again, honing the tools of your trade.

Perfect Your Delivery

According to one study, 93% of the influence we have on others comes from our body language and the sound of our voice. Confidence and enthusiasm are infectious. Practice on your delivery, how you speak, how you gesture, your timing and pace. Are you too close to the prospect? Not close enough? Are you pausing and using the power of silence to your best advantage? It’s not just what you say and offer, but how you say and show it that builds rapport and makes the sale.

Conduct a Self Audit

How well do you know your own strengths and weaknesses? What sales skills do you excel at? What aspects of selling do you enjoy? And which ones do you find troublesome?  Do you take on difficult tasks first, or do you procrastinate? You may need to work on time management, or overcome a hesitancy to pick up the phone, or develop ways of coping with rejection. Mastering your own fears and insecurities will show immediate results at the bottom line. Seek ways to boost your self-motivation, will power, and emotional control. Sales will soon follow.