If your business did not perform to your expectations and its capabilities this past year, then it's time to do something about it. So says Dan Milstein, author of The ABC of Sales, a book about his rise to Super Star Sales status in the finance business and how others can attain super sales success as well. "Wishing you had more sales will not make it happen- YOU have to make it happen," says Milstein. "If you want to make more money selling products or services and close more deals, then check out my list of New Year's Resolutions for 2012."
1. Don't Leave Home without Your Passion. Wake up each morning excited about selling. There are several motivating factors that inspire people to have a passion for sales: the challenge, pride in doing a good job, being recognized in a group of top sales professionals, and of course, the salary/commission. However, ultimately you simply must enjoy the process of selling a product or service.
2. Be a Cheerleader For Your Product/Service. You have to believe in what you're selling. My clients see my enthusiasm and know that I truly believe in the service I'm providing. As a salesman, you must believe in your product, otherwise clients will "see through you" and not buy. If you don't believe your company's product/service is beneficial to consumers, you should consider moving to a company or industry that has a product in which you do believe. Essentially, if you don't believe in apples, then sell oranges.
3. Make it About the Customer. There is nothing more important than taking care of your customers. It can take years to build trust with a customer, but only seconds to break it. It is nearly impossible to overcome a negative impression. So do everything possible to make your customers consider working with you as being one of the best decisions they ever made.
4. Plan for a Crisis (and everything else). All salespeople must have a formal plan that outlines target audiences, goals, strategies and measurement techniques. In today's more volatile marketing environment, you have to be more nimble, able to continually adapt your plan to meet new opportunities and obstacles. You also need to plan for contingencies; a disaster preparedness plan is essential. Look beyond next month's or next year's income and determine the best route to long-term success during both "good and bad" market conditions.
5. Look Beyond Your Own Backyard. Too many salespeople don't look beyond their backyards -- their designated market. Once you have conquered your town, move on to the next town, then the entire county and -- when you're ready -- the next state. Look for niche opportunities, such as seniors, immigrants, teachers, military personnel. Take advantage of social media such as Facebook, LinkedIn and Twitter.
6. Answer Your Phone, Be There. Selling isn't a 9 to 5 job but is an all encompassing job where you must be available 24 hours a day, seven days a week, 365 days a year. High accessibility is the key component of business relationships. Being available to clients in the evening and on weekends shows your utmost commitment. Demonstrate your accessibility by providing your e-mail address or "after hours" cell number so that a customer can contact you with a question and know they'll receive a prompt response.
7. Market Yourself Creatively. "Word of mouth" simply isn't enough. The sales profession is too competitive to think that you can make it without promoting yourself. Establish a personal marketing program, one that sets you apart from your competitors. You must let the world know that you exist and that you are different and better than the competition. When the market gets a little sluggish, don't stop marketing. Your competitors believe that somehow reducing their visibility is a good idea. It isn't.
"In my book, The ABC of Sales, I go deeper in how to achieve sales greatness. I discuss how I became a Super Sales Star and share what works and what doesn't. While I offer 7 New Year's Resolutions, I offer my personal sales motto as an 8th resolution – Always Be Closing," says Milstein. (The ABC of Sales, ISBN 978-0-9835527-0-3, Gold Star Publishing, 2011, $19.95, 196 pages, Kindle and Audio Book,
http://www.ABCofSales.com About the Author
Daniel Milstein, is CEO of Gold Star Mortgage Financial Group an INC 500 company and is author of The ABC of Sales,
http://www.abcofsales.com Milstein has been recognized as the #1 mortgage originator in the nation, has been among the top 40 finance professionals in America for 10 years, and has been named the top employer in Michigan for three years by the Detroit Free Press. Milstein has achieved more than $3 billion in personal career mortgage sales, is a licensed mortgage lender in 20 states, and has 15 years in the banking industry as an executive, originator, underwriter, productions and operations manager with the highest track record in the industry.
Media Contact: For a review copy of The ABC of Sales or to arrange an interview with Daniel Milstein contact
book publicist Scott Lorenz of Westwind Communications
Book Marketing at scottlorenz AT westwindcos.com or by phone at 734-667-2090
http://www.book-marketing-expert.com