Like all of you, on this first week of the year, I’m looking ahead while I collect my thoughts on selling in 2021, because that’s where the action is. I think we can all agree that regardless of whether 2020 was good to you or left you struggling, it was different. I think that we can also agree that things will never be the same again especially when it comes to selling in whatever the “new normal” of 2021 will be.
Happy New Year!
At Cardone Enterprises, I’ve trained my sales team to be agile enough to adapt our selling techniques and strategies according to what goes on around us. Note that I said “adapt” not change. The fundamentals of sales remain the same. It’s just a matter of fine tuning them to fit the situation and that’s where the true talent of selling is; being alert, agile and able to answer quickly with authority. Too often, sales reps simply recite their presentations from the script and expect to land the sale. That’s not gonna cut it, assuming it ever did in the first place. Scripts are a useful tool and we’ve got some of the best in the business, but even the best script is only as good as the salesperson using it.
Your sales people will need to be courageous, hungry and competitive, as everyone in selling must be, but they’ll also need to be creative and strategic so they can solve your customers’ problems with the product or service your company offers.
Another critical consideration in 2021 will be “attitude” and how your team views their role as a sales person. Successful sales will now depend entirely upon the attitude of the salesman, not the attitude of the prospect. With customers becoming more valuable than ever, your sales people must learn to think in terms of opening a relationship instead just closing a sale. The goal is to build a long-term, successful partnership with customers so you are their go-to for their needs. When you have a relationship with a customer that relationship translates seamlessly into sales. In the end it comes down this- make a customer and the sale will follow.
Of course, one thing that has not changed and will never change is the need for drive in your sales team. As the great Vince Lombardi put it, “The difference between a successful person and others is not a lack of strength, not a lack of knowledge, but rather a lack of drive.” From the very first day I learned the truth and the power of sales, I have never worked a day in my life without selling. If I believe in something, I sell it, and I sell it hard. If you’re not selling then you need to keep your sales pipeline full by prospecting continuously. You should always have more people to see than you have time to see.
What it all comes down to is that the successful salesperson will be the one who pushes past their limits every day. That’s how I operate and it’s why every day I am one step closer to
being a billionaire. Here’s to you doing the same in 2021. If you need some guidance in making it happen, my sales training team is just a CLICK away for a free consultation.
In the meantime, Happy New Year!