How do I achieve my desired sales goals over and over?
Thomas Jefferson once said, “I’m a great believer in luck, and I find the harder I work, the more I have of it.”
You may have noticed those other sales reps who always seem to get so lucky. You could attribute it to the best territory or the most receptive customers, but it’s more likely the hours of work you don’t see them putting in that attributes most to their success. One behavior that makes the best sales person lucky, is planning.
Whether you’re prepping for a meeting at a customer’s office or preparing for a call, planning ahead and setting a goal for the conversation is necessary. Get started by defining the desired outcome and use the steps below to set a plan to reach your goal.
What do I know?
Start by writing down what you know about that person or organization you’re meeting with.
- Do I know their goals?
- Do I know their strategy?
- Do I understand what their goal is for today’s meeting?