Peady’s Selling Engagement sponsored by IRD Prospector

Welcome to this week’s post on sales and selling success!

The selling year is just about at an end and many of you will soon take a break, some will make plans for 2019 and focus on self-improvement – maybe getting healthier, spending more time with family; while others will focus on a career-related goal.

But truth is, come February, they’re usually a memory because they were unattainable, over-complicated or had no planning in place. 
When it comes to new year’s goals you set for work, a lot more rides on it than superficial personal “resolutions”. 

Any ideas?

Here’s three sales resolutions you might like to consider:

1. Improve your time management.
   • Cluster your outbound and prospecting phone calls
   • Limit the number of times you check your emails
   • Have a “to do” list and complete it everyday
   • Attack the most productive task first (not your favourite)
2. Make “asking questions” your new face to face selling mantra
   • Look for the why
   • Uncover the customers most pressing need
   • Ask smart not dumb questions
   • Seek the response “no one ever asked me that before”
3. Use ALL of the available prospecting options
   • Phone
   • Email
   • Social media
   • Cold calling
   • Referrals

I’m sure you can quickly come up with more, but whatever your “resolution” it really important to use a goal setting format. That way you can really make it happen.

A simple and proven format

One of the most effective goal setting formats is the “SMART system”. 
SMART stands for Specific – Measurable – Attainable – Relevant – Time Bound (or timeline)

• Specific: Your goal must be clear and well defined. Don’t be vague. Make it easy to get where you want to go by defining precisely where you want to end up. Write it down and keep refining it until what you want to do is crystal clear. 
• Measurable: Be specific. How will you and any others you share the goal with know the progress? Include precise numbers, figures and dates to measure your degree of success. You can’t manage what you can’t measure. 
• Attainable: Make sure that it’s possible to achieve the goals you set. If you set a goal that you have no hope of achieving, you’ll demoralise yourself.  Resist the urge to set goals that are too easy. 
• Relevant: Goals should be relevant to the direction you want in your life and/or career. Why is achieving the goal important? What effect will it have on you? Do this and you’ll develop the focus you need to do what you want.
•  Time Bound: Your goals must have a deadline. It’s critical to decide when you will have reached your goal(s). Working to a deadline increases your sense of urgency and achievement will come that much quicker. 

 Good luck with setting your new year’s sales resolutions and enjoy the Christmas break, I know I will!!
 

About the author 

Stephen Pead is a media industry veteran of 30 years with significant experience in direct sales, sales management and general management. He is based in Sydney and specialises in helping SME’s market their businesses more effectively and providing training for salespeople and sales managers.

He can be contacted at [email protected]