Salespeople and business owners employ different strategies to achieve sales growth. In this episode, Jimmy Burgess talks about steps to systematic sales growth.
Jimmy has been in real estate for 27 years and in this time, he’s experienced a variety of marketing cycles. He‘s gone from having over a million dollars income in a year and to bankruptcy with just $500 to his name. He is now with Berkshire Hathaway HomeServices Beach Properties and is starting his own podcast.
Systematic sales growth can be achieved by either doing more of what you’re already doing or trying new things. Business patterns reflect birth, growth, maturity, and decline. Businesses need to look for more ways to add value to the market and ensure that people will come back as clients.
Jimmy talks about ABL or Always Be Learning. He suggests building competence by learning new things to improve the business. Look at your weak spots and learn more in order to shift and become an expert. Get to the point where you are able to understand the business, the products, and services more than anybody else. There are so many learning materials available that it’s a matter of discipline to get to where you want to be.
Consistency in providing value to the marketplace is where you build consumer confidence. It’s now the perfect time to use videos and send video updates to a client base. The consistency helps build your reputation. Once that’s accomplished, your next goal is to keep communicating with people in order to have a foundation of referrals. Keep in mind, even when the crisis comes, consistency is key.
Even with videos and social media in play, at the end of the day, business is built on relationships between people. Salespeople need to be able to connect with their prospects, have conversations, and ask questions. Reps have to get out there and find out how they can help others by looking at their needs and pain points. This requires a conversation.
The first phone call can be difficult but if you are well-informed, you’ll be able to answer the questions asked with confidence. It is critically important now to invest in yourself. Keep learning and connect with people.
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Donald is the host of the popular sales podcast,"The Sales Evangelist". He is the founder of The Sales Evangelist Consulting Firm where he helps small companies develop killer sales process to scale their business and increase growth.Donald is also an award-winning speaker, sales trainer, and coach. He's a big fan of traveling, South Florida staycations and high-quality family time. Donald has a belief that “anyone” can sell if they have the desire and receives the proper training.