You know those bad habits we get. Like raiding the biscuit barrel during late night TV shows. Or slouching we when we sit. Or biting our fingernails.
It’s hard to resist. We’re tempted. We get that short-lived surge of satisfaction when we do it.
Before we know it we’ve let a new (bad) behaviour creep into our routine. Now we’re a slave to the bad habit.
Well, selling is pretty much the same. Except you can get into good sales habits that will actually help you. And it won’t hurt.
Good sales habits can make you feel really great
When you introduce yourself, are you in a good habit? Do you have an easy-to-understand introductory statement, or maybe a snappy 30-second intro?
When you meet people do you follow up? Are you in the habit of sending them a thank-you note for meeting with you? Or maybe you could send them a useful article (written by you or some other authority).
Do you have good habits for your sales conversations? Are you in the habit of asking the right questions? Can you automatically lead prospects towards doing business with you?
Are you in the habit of regularly communicating with prospects and clients? Communication has never been easier with options like newsletters and blogs being so easy to publish. Do you stay in touch?
Are you in the habit of creating useful content? Writing informative articles, stories, case studies, or helpful hints for your clients can’t always be left to the ‘marketing people’. This helps to demonstrate your expertise and is a key element of building trust with potential clients.
Are your sales prospecting activities a good habit? Do you follow a plan to avoid the “feast or famine” cycle? Have you set aside specific time for prospecting that happens no matter what?
The great news is that like bad habits, good selling habits will also give you a surge of positive feelings. You’ll get hooked on:
- The adrenaline rush of new clients asking for you.
- The positive relationships that seem to magically develop with new clients.
- The extra confidence you’ll feel when people listen to what you say.
- The satisfaction of getting results.
- The constant knowledge that you are making progress.
Getting into good selling habits is easy
Just like getting into bad habits. Do it a bit at a time. But keep doing it.
Slowly build up your new selling behaviours. Results from your sales efforts will improve. You’ll feel more confident. You’ll reinforce your efforts to create good sales habits.
Go on. Make a start. Slip into a good selling habit. You’ll enjoy it!