This belief has been proven to be wrong. Selling is a learned skill. Many of the beliefs about the skills required for success are much different from those actually necessary.

Below is a list of truths about the sales profession:

1 – Sales is a learned skill. A sales rep will never reach their true potential until this fact is accepted. True professionals study and practice the skills proven to be effective and continue sales training throughout their careers.

2 – Sales calls can be made at any time. Many sales reps actually believe sales calls can only be made after 9:00 or before 3:00. The professional knows someone prefers 7:00 a.m., and others work evenings. Professionals find people to see them for a full day every day.

3 – The mind controls most sales. This is why many sales come in succession. It’s often called a lucky streak, but it isn’t. It is the sales rep “assuming the sale” without faking it. The previous sale programs the brain to believe the next one will buy also, and it often happens as a result. It is a 100% true belief that the buyer is going to buy today.

4 – Good telemarketing is critical. Work backwards and determine how many calls are necessary to develop a full week of appointments. This number is the number of calls that must be made each week.

5 – Increase selling time. The only time that is real “value added” is the time spent with the prospect or customer. The time getting an appointment, traveling to and from locations, completing paperwork, and attending meetings is an incidental necessity, but not value-added. Do all of these tasks outside of the high-value-added hours. Increasing value-added selling time can be learned using lean manufacturing and Six Sigma principles.

6 – Learn to Close. Closing is the most learned skill in the profession. When a prospect objects to the price, color, service, or anything else, the sales pro knows exactly how to respond down to the specific words. At the point of the objection, there is no time to think. All thought should be directed toward body language and preparing the next 3-4 steps in the sales cycle.

7 – Learn sales techniques. Techniques are not tricks, and no sales rep would be effective trying to trick someone into buying. Some believe closing is using tricks but it is not true. It is simply being an effective negotiator, helping the customer make a buying decision. For example, with a service objection such as the length of after-sales service being too short, the sales rep should use a “right-angle close”. This negotiation is simply stating the answer with a buying question, such as “If I can get the two-week service changed to four, will you give us a try today”?

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As the start of the new year is here, it’s time for you to focus and figure out the best way you can crush your sales goals this year. There are plenty of ways to do this, and a motivated mind and clear plan could set you up for success.

Although some deals will fall right into your lap, other deals are harder to close. There could be some deals that you don’t end up closing this year, but there is an art to closing deals that aren’t going your way. Here’s how you can close deals that are falling out of reach.

First, you need to identify the reasons for the deal slipping away. Certain deals can lose traction quickly, so finding out why your deal is slipping away is important. Once you identify why the deal is slipping, it’s time to reconnect with the client.

When talking with the client, communicate with them openly and listen closely so you can better understand their perspective. Once you fully understand their perspective, you can offer them solutions to the potential objections or concerns they may have. Offering custom and thoughtful solutions is important, and it shows your deep understanding of the product or service to the customer.

Once you offer the solution, you can create a sense of urgency without pressuring the customer. Knowing the current promotions is important, and this will help push the deal along smoothly. After creating this sense of urgency, make sure that the direct decision-maker for their business is involved.

Once gaining this sense of comfort and explaining to the decision-maker why this deal is important, you could have a much better chance at closing the deal. This doesn’t mean that you will indubitably land the sale, but you are in a better position than you were before.

Staying positive and persistent is also important in this process, and you will realize a difference if you apply these skills to your selling habits.

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