Sales is a challenging yet rewarding profession that requires a combination of strategy, psychology, and persistence. To excel, developing habits that enhance your effectiveness is crucial. Here are three habits that can significantly up your sales game and boost your pipeline performance.
Essential Sales Habit #1 – Book the Next Call While You’re Still on the Call with a Prospect
The first of the essential sales habits is booking the next call while you’re still on the current call. This powerful habit keeps your sales pipeline flowing. This practice ensures continuity and shows your commitment to the prospect, making it less likely for them to drop off your radar.
The majority of people will agree to schedule a meeting, some will request more information first, and a few will decline. By aiming to secure the next meeting while the prospect is still engaged, you maximize your chances of moving the sales process forward.
Why This Habit Matters:
Maintains Momentum: Keeps the conversation going while the prospect is engaged.
Shows Proactivity: Demonstrates organization and reliability.
Reduces Follow-Up Hassles: Streamlines the process and eliminates delays.
How to Implement This Habit:
Prepare Before the Call: Have your calendar ready.
Identify the Next Step: Determine the logical next step for the prospect.
Suggest Specific Times: Propose specific dates and times for the next call.
Example: “Thanks for your time today. How about we schedule a follow-up call for next Tuesday at 10 AM to discuss any additional questions?”
Essential Sales Habit #2 – Plan Your Next Action While the Context is Fresh in Your Mind
The next of the essential sales habits is planning your next action while the context is fresh maximizes the effectiveness of your sales efforts. When details are top of mind, you can better strategize and make informed decisions.
Why This Habit Matters:
Ensures Accuracy: Details are less likely to be forgotten.
Saves Time: Avoids the hassle of recalling information later.
Improves Follow-Up Quality: Makes your actions more relevant and targeted.
How to Implement This Habit:
Take Quick Notes During Calls: Jot down key points and action items.
Allocate Time for Reflection: Spend a few minutes after each call planning your next steps.
Use a CRM System: Document interactions and schedule follow-up tasks.
Example: Immediately after a call, review your notes and plan your next steps, like sending detailed information on a feature the prospect is interested in.
Essential Sales Habit #3 – Stop Answering the Question, “So… Tell Me What You Can Do for Me”
The last of the essential sales habits is turning the conversation around. Instead of answering, “So… tell me what you can do for me,” turn the conversation around to focus on the prospect’s specific needs.
Why This Habit Matters:
Shifts Focus to the Prospect: Shows you care about their unique situation.
Enables Tailored Solutions: Makes your response more relevant and compelling.
Builds Credibility: Positions you as a consultant rather than just a salesperson.
How to Implement This Habit:
Ask Probing Questions: Respond with questions to uncover the prospect’s needs.
Listen Actively: Pay attention to understand their pain points.
Highlight Relevant Solutions: Tailor your pitch based on their specific issues.
Example: Prospect: “So… tell me what you can do for me.” You: “I’d love to. Can you share your biggest challenges with your current solution so I can provide relevant information?”
Imagine having a tool that helps you turn these three strategies into regular habits…
Integrating Dynamics 365 into your sales process enhances your ability to adopt and maintain three key sales habits: booking the next call while still on the current one, planning your next action while the context is fresh, and focusing on the prospect’s specific needs. This leads to improved sales effectiveness and stronger relationships with your prospects.
