Bettie Carmack - Tips To Successful Selling

1
TIPS TO SUCCESSFUL SELLING FOR THE FIRST-TIME
SALES REPRESENTATIVE
The successes and failures of any business depend
on the marketing plan and structure. The amount
of effort that goes into a marketing plan can be
intensive but exciting at the same time. With
many different aspects of advertising, public
relations and a health promotion plan are
imperative to the optimization of the overall
sales. The usefulness of marketing is beyond
measure and an owner can reap many rewards from a
proper plan. Bettie Carmack is a professional
sales and marketing consultant who very well
guided people in the field of sales and marketing.
2

• START WITH YOUR GOALS

If youre learning to sell, start from the end
and work backwards. Knowing your goals and
measuring your performance against them (more on
that later) is the most important place to
start. How many customers do you or your company
need, and in what time frame? How many leads do
you need to close that many customers? How many
connections do you need to generate that many
opportunities? And so on. Multiply your customer
goal by the average sale price of your companys
product to get the amount of revenue you should
be aiming for. Aim to be in the top 2 of your
organization. It wont happen tomorrow, and it
wont be easy, but always strive for the top.
3

• Recognize that sales is a process

Sales is not an art. Sales is a science and a
technology. If youre not looking at sales as a
process, youre missing the boat. Sales is
changing rapidly, but some things will always be
the same. To get customers, youll have to
establish their needs and interest in your
product, address inertia in their business, and
determine a timeline to sell. The way your
company moves through the funnel, however, will
be unique. If you treat every sales process the
same, you could easily miss something. Understand
that every business has its own playbook for a
reason. So before you ever get on the phone with
a prospect, sit with your managers to thoroughly
understand your companys process.
4

• IDENTIFY BUSINESS PAINS

Pain isnt getting a cut on your arm -- pain is
your leg falling off. A true business pain is
discussed every day in the executive office and
the boardroom. Someone has probably set aside
budget to solve it. If its a critical factor to
their business success, youve discovered a real
business pain. As a sales rep, you need to build
trust with your prospects. Buyers need confidence
that you understand their problem and have the
resources to solve it. But your relationship
doesnt end after the sale -- you are ethically
required to live up to your promise. Prepare your
prospects for the transition to your product and
give them all the help they need, and youll have
a happy customer on your hands.
5

• FIND A MENTOR

• It's important to check in with your peers to
  hone your selling skills and day-to-day
  workflows. But it's crucial to pair with a mentor
  who can help you plan and grow your career. This
  person should help you visualize where you see
  yourself one, five, and ten years down the road.
• Identify a mentor who
• Has found success in the career you aspire to.
• Has accomplished certain achievements or
  milestones you admire.
• Has experience that's applicable to your own
  career path.

6

• Measure every step

Anything worth doing is worth measuring, and
anything that can be measured can be
improved. Remember when you set your goals? Be
fanatical about measuring your performance
against them. At the rate youre selling today,
will you hit your numbers by the end of the
month? Are your closing strategies converting
prospects to customers? If not, change something
up. Dont wait until its too late to reach your
numbers this month. If you measure everything you
do, youll be able to solve problems as they
arise.
7

• CONDUCT CALL REVIEWS

Your team manager probably already conducts
regularly scheduled call reviews, but sometimes
that's not enough. Identify salespeople within
your organization who excel at different things.
Know a rep who's great at closing difficult
prospects? Sit in on a few of her calls, and have
her review your most recent meeting with a tough
prospect. Admire a rep who's great at
negotiating? Ask him to review a recent
negotiation you conducted. Zoom in on different
aspects of your calls and meetings.
8
THANK YOU
To know more, Follow us on Facebook
LinkedIn Twitter