3 THINGS EVERY SALESPERSON NEEDS TO DO IN THE NEW YEAR

Any passionate salesperson is eager is enhance their skills – but especially in the New Year.

As you enter 2024, there are probably:

• Things you did that were beneficial

• Things you did that were damaging

• Things you did that were simply time wasters

But without truly reflecting on those things, you’ll end up in the same place at the end of 2024.

The harsh reality is: expecting different results whilst following old processes just won’t cut it. To truly elevate your sales game in the coming year, it's vital to think about your approaches from now. There’s no use going in aimlessly and realising by April that you’re struggling and falling behind.

Of course, depending on your industry, experience, or company targets, the way you go about your particular strategies changes. But some things never change in sales, and we’re going to go through those things.

Because if you don’t build a foundation, no amount of strategising will produce change.

PLAN AND ORGANISE

Salespeople are stereotypically known for their spontaneity… and rightly so. To stay relevant in the industry you’re selling in, you need to be open to changes. Whether that’s last-minute meetings or a shift in the market because you have to change your pitch – flexibility is key.

But so is planning.

That term, along with organising is one that no one likes to hear, especially salespeople who (understandably) just want to get on the phone and close deals. But if you want more time in 2024 to focus on that side of sales, plan. Stay organised.

You’ll also be able to:

• Stay on top of the inevitable admin

• Strategically plan who you going to approach, why and how

• Break your goals and tasks down into manageable steps

Old approach: Cold calling without a clear target or follow-up plan.

New approach: Research and identify high-potential leads, create a personalized outreach plan, and schedule follow-ups to nurture relationships.

Being well-organised ensures that you're not just going through the motions in sales or making pointless calls but you’re being purposeful and driving results.

DISCIPLINE AND CONSISTENCY

How many things have you tried in your sales career that have been helpful but you’ve been too lazy to stick at it? How many tips have you been given from other successful salespeople that you’ve failed to try because it puts you out of your comfort zone?

If you want to drive results in the New Year, you have to be willing to work for them.

Sales require true discipline, consistency, commitment, and resilience. You might get lucky and make some quick and easy deals, but if you want to build long-term success, you have to create long-term approaches. Things that you stick at, even when it’s tedious.

And this isn’t to say you just choose the hardest, least effective strategy in the name of discipline, but if something is proven to work – you do it – even if it’s hard.

This also means not doing something one time and quitting because you didn’t see instant results. If you want to rule out a strategy you need to at least follow it through to see its true value. But there are some things regardless that you don’t give up on. Namely:

• Cold calling

• Consistent client check-ins

• Networking

• Building your personal brand

In the constant busyness that comes with sales, it's only natural that people get distracted and veer off course. But if you know the value of sticking to something, you’ll stay consistent regardless.

Not to mention, consistency in your actions builds reliability and trust with clients.

Old approach: Inconsistent follow-ups and sporadic client communication.

New approach: Implement a strict follow-up schedule, maintain regular client touchpoints, and consistently provide valuable insights.

In the new year, commit to consistency.

PRIORITISE RELATIONSHIP BUILDING

Closing a deal is any salesperson’s favourite part of the job. It’s when weeks (and sometimes months) worth of effort is paid off. For that reason, once the deal is made, many salespeople go cold and distant on those clients because they’re fixated on the next win.

Not only is that not good service, but it’s also short-sighted.

Put simply, relationship building is more important than quick deals. But what about making money? What about new business?

Whilst it’s good to bring new clients on, the clients who have already been buying from you provide more than just a one-time purchase. A loyal client is:

• More likely to agree to an upsell

• More likely to pay if there’s a price increase

• More likely to recommend you to others

• More likely to give you honest, supportive feedback

Not to mention, there are high-ticket prospects who you are trying to win over that won’t budge. But there’s a clear opportunity for a good relationship with them. It might make sense short-term to not waste time conversing with them, but it certainly does long-term. Why? Because you’ll probably be the only salesperson who is willing to keep the relationship flourishing, even if they’re yet to see any money. This means when they are ready to buy, or someone in their circle is interested in your service, your point of contact will remember your friendly, genuine attitude.

Old Approach: Focusing solely on pushing products/services during interactions.

New Approach: Actively listening to client needs, providing tailored solutions, and fostering genuine connections.

In the new year, shift your focus from immediate gains to long-term relationships.

- Written by Shannon Matthews

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