Thursday, June 14, 2012

Treat Every Day Like It's Your First


Anyone who takes their sales career seriously knows it is very challenging. It takes a lot of desire, commitment, knowledge, training, etc. to be successful. Sales reps spend hours committed to learning about their company, it’s mission, the products and services they offer, how these products and services solve their client’s problems, and how to sell themselves, their company, and it’s solutions.

It only starts there. Once a sales rep feels comfortable with their own company, they must develop new business by prospecting, building rapport, and just asking questions. They must learn the problems the
prospect’s business is facing, present a solution, ask more questions, follow up, ask for the deal, follow up again, you get the idea. IT’S TOUGH!

So, why is it that new salespeople can come into an office and have what seems to be overnight success? They have less knowledge about the company, it’s products and services, customer base, and in some cases, experience.

Well, It is really quite simple. They don’t have any considerations!

They haven’t been beaten up by all of the objections, barriers, long sales cycles, and flat out NO answers. Furthermore, when they do come up against these issues, they simply handle them and move on. They are eager and hungry to be successful in their new role and don’t let the daily grind get to them.

Let’s face it: sales can take a toll. Even the most seasoned reps can get bogged down and have bad days, weeks, or even months. In my opinion, the most successful sales reps act just like the new kid on the block every day.

So, treat everyday just like it is your first day! I am sure you will see results.

Jake Sanders is the Vice President of Sales at Richter10.2 Media Group. For more information about Richter10.2, check out our introduction video here

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