True salespeople (real estate, car, high ticket etc etc) know there are 3 important elements to being the best in their field.
Real professionals don’t “wing it”
Real professionals constantly adapt their sales ability in order to serve clients at a higher level.
Think about it.
Would Lebron, Tiger Woods or any other pro athlete say they got to where they are today by winging it? Of course not.
Here are 3 important elements to any sales interaction.
1. Preparation: Over the last few years I’ve come to realize that the best salespeople are prepared. They come to calls, meetings and presentations with a well thought out plan. They’ve done their research and are ready to contextualize the conversation to the person they’re speaking with.
2. Scripts / Frameworks: One of the worst things I’ve heard from a salesperson once is that they wing their presentation. I’m sorry but if you “wing” your presentation and go into any conversation without a framework, you’re not a professional. Professionals know that frameworks and scripts don’t bring forth a robotic conversation, they rather guide and bring certainty to the interaction. Frameworks help to make the client feel safe and allow you to operate in a way where the other person doesn’t feel like you’re doing this for the first time.
3. Repetition & Refinement: One of the most solid pieces of advice I was given by a coach early on in my career was, “you need to record your calls”. How do you expect to get better if you don’t go back and listen to your presentations? Just like a pro athlete reviews their game tapes, pro salespeople do too.
What are your thoughts?
-Cody at StudioPTBO