Let’s welcome John Condry as he shares with us how to become the next sales superstar. John Condry has recently trademarked his management system that helps people in sales, production, and service to be able to manage their week to become more well-rounded and more successful in a technology-driven environment.
Here are the highlights of my conversation with John:
Changes in the sales world:
You can’t stay around sales and not develop.
A lot of people do not look at sales as a profession. They see it as not having other options to do. You can’t do this anymore.
How to Become the Next Sales Superstar:
- Identify which part of sales is your gift.
- Find out which of these areas you’re good at:
- Prospecting
- Business development
- Networking and building relationships
- Qualifying
- Presenting
- Closing
- Using technology
Recognize which part of the equation did you bring with you. What part are you really good at? Ask a friend or take evaluations online to give you insights into your natural sales talents.
- Develop the other parts of your game.
Look at the other parts of your game that are severely underdeveloped. Never have a week go by without developing those other parts of your game. You can’t change you however, you can change the way you do things and when you do things.
- Close on Friday morning.
Use Friday morning to become a closer. This doesn’t mean you only close on Friday mornings, but that’s where you work on your closing game. People who are not closers don’t get that time kills deals. Use Friday morning as the time to call in all your chips. Anything you’ve started, anyone who’s interested, anyone who’s in the loop, schedule that next appointment, get the agreement in or let people tell you that they’re not really interested. Closers let go of people that are not candidates for what they’re doing.
- Be careful in giving out vital information too early.
When giving your magic too early, people don’t appreciate it. People want what they want and when they want. But there are things that only you have as a seller. It could be your solution or your pricing. Hold on to that until you move to the close and just trade that vital information for a decision.
How to know what to give:
- What do you have that nobody else can find on the internet?
- Personalized solution
- Don’t make generalized assumptions. It’s all personal.
The moment you assume that everybody is the same, what you sell is a commodity, and every customer is the same – that’s when you get into trouble. Salespeople are there to provide personal solutions to customers.
John’s Major Takeaway:
Work on all of your game a little bit even if it’s just a little bit. Start working on your game and expand your game. Mondays, do prospecting. Friday mornings, be a closer. Friday afternoons, do some training and learn some technology. Break it down to smaller pieces so you’re not trying to do everything. Just do something in all the key areas every single week to start building your muscles Focus on being consistent.
Episode Resources:
Connect with John on www.ConnectionBasics.com or send him an email at john@connectionbasics.com. Connect with him too on LinkedIn and Facebook.
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