Being into a sales profession is not an easy task. Many people wonder why a top performing sales person is different from the rest. In majority of the cases, this is because top performing sales reps apply a number of best practices in his daily routine. This means daily schedule for sales rep is different and more effective from others.
Some people are of the opinion that it is really difficult to create a fixed routine for sales professional. However, following a specific success routine requires little efforts and that will allow you to get everything done in a good way in order to maximize your opportunities for success.
The sales reps usually set high targets and goals for their day. May be they do not wait for their manager to issue an annual or quarterly quota as they focus on achieving their own goals which are usually more ambitious than the corporate targets.
Another thing the sales reps do in their daily routine is to plan their quarter, month and week which usually involve setting objectives for every sales call. It is crucial for them to know exactly what you want to accomplish before you make your call.
Asking high-value questions is extremely important to understand your potential buyer. It is of no use to waste time on the irrelevant questions which leave you empty handed in the end. Asking high-value questions means searching to the heart of the issue. It may appear simple but most of the sales people fail at this and ask weak, feeble questions. Only the top performers are comfortable asking difficult questions with ease that make their prospect think.
Listening to the prospects and customers is crucial. Instead of waiting for your turn to speak, listening to your customers is more important. Being a sales representative, you can ask all the questions in the world but if you do not hear what people tell you would not be able to present the proper situation. Also clarifying the issues of the customers is another crucial task. People often believe things that they are unclear and most sales people assume they know what their prospect means. The top performer sales reps wait to present their product, service, solution or idea until they know exactly what their prospect’s situation is. The majority of the sales reps move too quickly into their sales pitch but top performers are patient and wait for the right moment.
After the initial call or first, follow up call is must. A lot of sales lost because the sales rep failed to follow up after the initial call. You cannot rely on your prospect or customer to call; you need to take this initiative.
In conclusion, sales reps need a fixed routine in order to be efficient and maximize opportunities. By following a daily schedule for sales rep, they can become masters in their field which will make them perform like top sales persons.
Sales for Life 