Choosing the life of a salesperson means committing yourself to a few tough years. While it’s a gig that ultimately provides outstanding business experience, without access to the right tools and resources the majority of people don’t close enough deals to keep their heads above water. But because sales is one of the best, most lucrative ways to make a living, I'm going to let you in on four key ways to control your own destiny as a salesperson. It starts right when you walk through the door. [bctt tweet="Kickstarting Your #SalesCareer: 4 Big Success Tips from @CarverPetersonC"]
My top 4 tips on how to succeed in sales:
1. Dive in Head First.
Leaders love to see new salespeople who show up with a great attitude and take initiative. As you're starting a career in sales, be willing to take risks and put yourself out there, by introducing yourself to your new teammates, including those in leadership roles. Take the time to learn about the business in as much detail as possible. Ask about the origin of the company, its significant milestones and the guiding principles. Respect the history of the organization and feel empowered to build on it.[bctt tweet="#Leaders love to see salespeople who take initiative + #takerisks, says @CarverPetersonC"]
2. Build Your Own Frankenstein.
Absorb what you can from those around you, something I call Building Your Own Frankenstein. Basically, find the most successful people in the office and ask to spend time with them. Prepare questions in advance, then ask them to coffee or lunch. Shadow them at meetings, role play different sales scenarios and ask for mentorship. Not only will those senior level individuals teach you a great deal about the business, but they may also create opportunities for you down the line.[bctt tweet="Want #mentorship for your sales career? Build your own #Frankenstein, says @CarverPetersonC"]
3. Define Your “Blue Chip” Customer.
Way too many salespeople, especially inexperienced ones, waste time selling to the wrong people. While effort and activity is a big part of making traction within your sales territory, operating with efficiency and effectiveness is the primary goal. It starts by having a crystal clear understanding of your ideal buyer so that you can create measurable and repeatable results. Once you’ve zeroed in on the common characteristics of your “blue chip” client, figure out where your product and service fits, and how to present your capabilities in a unique way.[bctt tweet="Too many salespeople sell to the wrong people, says @CarverPetersonC"]
4. Leverage Your Personal and Professional Network.
Once you know your “Blue Chip” target, it’s time to enlist the network you’ve built over the years for help. First, let them know what you are doing—this is a great way to practice your elevator speech. Field their questions to get practice explaining your product or service. Then, follow up with a thank you note asking them for help and introductions, but make sure to offer to help them in any way that you can. Remember—there is nothing more effective in reducing the sales cycle than an introduction or referral. Spend time nurturing your relationships, then use those second degree connections to reach your top target prospects. LinkedIn is a great place to start.[bctt tweet="Remember—intros + referrals are the most effective ways to reduce #salescycle, says @CarverPetersonC"]
Sales is a great industry for emerging professionals who want a crash course in the business world. While it comes with a unique set of challenges, succeeding in the field comes down to taking control of your career and arming yourself with the right tools. If you’re interested in starting a career in sales and learning more about the sales process, follow Carver Peterson Consulting on Instagram for daily tips and insight. Questions? Contact us for more information.