You might glean a few helpful sales tips from podcasts, articles, books or different issues of Promotional Consultant Today. Some of this guidance might cover modern approaches or the latest trends. And some of it may simply serve as useful reminders that are worth reexamining.

Michael Dalton Johnson, the founder of SalesDog.com, has put together a list of what he calls a “grab bag of power tips” that can help you achieve more success in sales. Keep reading this issue of Promotional Consultant Today for his nuggets of knowledge to help you win the day.

1. Spend time researching. Get to know your prospects before reaching out to them. Look them up on LinkedIn and read their bio on their company website. See if any blog posts or press releases share news or updates on these prospective buyers. Johnson recommends taking notes on what you learn about their background, interests and education. This information will help you build a relationship quicker.

2. Send a smarter follow-up. Given the high volume of email flowing into most inboxes, your follow-up note might not get read. To avoid this, always use your prospect’s first name in the subject line, Johnson says. Additionally, make sure you proof your emails. Typos and grammatical errors can turn off prospects.

3. Think outside the inbox. According to Johnson, marketers are rediscovering the power of regular mail. He suggests following up your initial email with information delivered via regular mail. This approach can help you overcome the email fatigue factor.

4. Keep an optimistic tone. Does a client need an order sooner than possible? Instead of saying, “We can’t ship your order until next Thursday,” try saying, “We can ship your order as soon as next Thursday.” Johnson says that he uses the habit of positive speech outside of work, too. Try using more positive language with your colleagues, family and friends, and see how this shift can transform your interactions in a good way.

5. Commit to active listening. Working in sales requires strong listening skills. Johnson says that good listeners close far more sales. This doesn’t mean rattling off a series of questions and not engaging in conversation — instead it means slowing down and asking thoughtful questions that can prompt the prospect to engage with you. Johnson recommends aiming to spend 70% of your time listening to the prospect and 30% speaking.

6. Be upfront about your purpose. People appreciate brevity. That’s why Johnson suggests introducing yourself and then stating the reason for your call. Try saying something like, “The reason I’m calling you today is to learn about your company’s marketing needs and see if we might be able to help.”

7. Keep learning. Johnson urges sales professionals to spend a little time every day sharpening their sales skills. You don’t need to set aside a huge amount of time or money — just commit to your ongoing sales education a little at a time.

There are many ways you can work to improve your skills and level up your sales career. The seven ideas above can help you demonstrate your expertise, establish initial connections with prospects and create deeper engagement with buyers.


Source: Michael Dalton Johnson is the founder of SalesDog.com, an educational website for sales professionals.