7 new fundamentals for 2006

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It’s time to master some new sales fundamentals for even more competitive times ahead. Simply keeping your head down and “working hard” doesn’t cut it any more.

As a sales professional you need to take it to the next level these days. Here are seven new fundamentals for you to master in 2006:

• Get more done before 7:00 am and after 5:00 pm. If you’re not an early riser, find a way to kick that habit. Bracket your selling days with appointments, forcing yourself out of the office early and keeping you out later. Get admin work done before dawn and afterhours.
• Manage your “moments of truth.” First, read the book to know what I’m talking about, then put the idea into practice on a personal level. Moments of truth are every obvious and not-so-obvious instance in which a customer can form an opinion about you and your company.
• Avoid giving formal presentations wherever possible. Instead, start collaborating one-on-one with buyers to custom-build solutions. Your closing ratio will skyrocket when you work with them, not just present to them.
• If you simply can’t avoid #3, overhaul your future presentations for more original, personal, and emotionally engaging versions. Take a look at every slide, if you’re a Powerpoint user. Build a dialogue into your typically one-way presentations.
• Ask deeper questions of your buyers. Don’t simply dive into organizational impact and implications; ask how challenges directly affect the one person you’re meeting with…right…now. Bail more individuals out and you become a hero.
• Expand your network. Face up to it: you don’t know enough people who can make a difference in your life. Start making connections outside your current circle of firends. Find new ones. Make more influential acquaintances. This will mean more time out and less time in front of the television.
• Quit thinking so much about yourself and your own agenda and serve someone else for a change.

As you commit to these new habits, you will not only become more successful, you’ll enjoy what you do more.

Other resources: Paul Graham on “How to Do What You Love”, Steve Jobs’ commencement address at Stanford, Stephanie Burns on “Installing a New Habit…”.

success, satisfaction, morale, habits