As we start a new year, there is focus on setting resolutions and goals. These often include “self-care,” things like eating better, exercising and, most importantly, loving yourself.
How can we apply “self-care” to sales? What does “self-care” look like for sales? How can we take better care of ourselves in selling situations? Here are some suggestions:
- Protect your asset: that’s you. This falls into the general category of self-care. To be effective, you need to be healthy and have energy.
- Be choosey who you work with. After your health, time is your most precious asset. Use it wisely. This means looking to disqualify prospects and focusing on those who meet your best client profile. Salespeople, in general, waste far too much time working with people who will never buy from them.
- Charge appropriate fees and do not discount. What you charge is a reflection of your self-image. Too many salespeople discount quickly. The problem isn’t the prospect asking for a discount, it’s how the salesperson feels about themselves. One of the most important things you can do is to increase your self-esteem.
- Be okay hearing “no” and go for “no.” “Yes” is great; “no” is okay; it’s the “maybe’s” and “think it overs” that kill you. Protect yourself by getting a decision.
- Ask for the business- the prospect is expecting it. Now don’t do it the old way by using overused “trial closes” that the prospect has heard thousands of times. Simply ask, what would you like to do next?
- Prospect consistently and effectively. Too many salespeople and business owners don’t take care of themselves by being inconsistent in their prospecting efforts. The result is feast or famine. You can’t go to the gym twice a month and expect to see any results. It’s the same with prospecting. What is your prospecting plan?
- Money matters and profits matter. You’re in business and sales to make money. That’s okay, you deserve it. Whenever I hear someone say, “I don’t care about money,” my guess is they’re broke or close to it. I’m a big believer in serving and helping people, however, you can’t help from a position of lack. A high percentage of people have serious head trash around money. It’s time to dump yours.
- Work on your craft. It’s amazing to me how many salespeople and business owners who sell don’t study sales. There are great books, blogs, videos and podcasts to help you improve at sales and to grow personally. Would you want a doctor or accountant who doesn’t stay up on their profession? Of course not. Invest in yourself. You’re a professional. Act like one. As the late, great Jim Rohn said, “work harder on your self than you do on your job.”
For 2016, have the intention to practice “sales self-care” and watch your sales grow.