It never ceases to amaze me, how often sales problems with performance are caused by neglect of fundamentals. It is akin to Lombardi having to remind his team that “This is a football.” Nonetheless, it is true; even the most experienced reps, often have need to revisit the school of basics.

     I teach Shotokan karate. Many aspects are similar to other karate styles. But certain elements are very unique. One unique part of teaching Shotokan is the emphasis of basics. Instead of teaching new students hundreds of techniques, I teach them a few basics in great detail, hundreds of times. The emphasis of these basic techniques may not originally seem to make them better but long-term, it greatly improves the strength of their karate. Selling is like this in many ways. The more one learns to focus on essential basics, the better the eventual skills will be.

     So here are some basics that will help you improve your game, whether you are beginner or pro.

     1- Never forget that selling is not about you. Sales is about your customer. Try your customer’s shoes on. When does your customer want you to call? Would your customer prefer to be contacted by e-mail or phone? What does your customer want from you? Try this kind playing this kind of mindset and you will find your sales increasing.

     2 – Every day remind yourself to ask lots of questions. Every customer remind yourself to ask lots of questions. – Never forget to ask. Never forget to listen. Make sure you ask. Make sure you listen.

     3-  Is there a call you don’t want to make? Make that call today. Is there a client you are afraid to talk to? Make them your first order of business. Make the phone your friend. The worst call not to make is the one you don’t want to.

    4-  We all know that closing is necessary for any sales endeavor to succeed. That is certainly no secret. But what seems to elude most rep.s is that closing should not be some big finale. It should be a normal part of the process and not some high pressure climax. Learn to make closing a natural event. It should not be a drum rolling event. Just the next natural step, in the flow of the sale.

       5- Keep a record of activity-Record phone calls & visits-This is powerful info later & a good tool 2 help u grow. Make notes about what you do and how you do it and review them periodically to monitor your own habits.

     6- Don’t try to be everything to everybody. Focused is better. Spreading yourself too thin makes u ineffective. While trying to be all you can be is important. Trying to do everything is not only impossible but frustrating and disabling. Learn to stick within the framework of achievable objectives. Try to do all you can but to realize when you are being pulled in too many directions. Better are you to do a few things well, than everything poorly.

     7- Reply to people right away. Your promptness and courtesy can win you business. That bears repeating… Reply to people right away. Your promptness and courtesy can win you business.

     8- Focus on making a friend, more than a client. Make it a habit to do what’s right for people, Word gets around. When your true motive is the well-being of your prospect, it is a powerful motivator. People can not only see that you are the real deal. They can sense it….. When you care about your customers legitimately; you convey a strong persona that will win you business. 

     9- #Sales – Be loose. Be light. Don’t sweat the small stuff. And its all small stuff. Don’t take things too seriously. Don’t worry. Be happy. Look at the below diagram. This is not a ridiculous plan, as it might seem on the surface.  A relaxed mindset will help you sell more. If you are comfortable in your own skin, your customers will be more comfortable around you. If you are overwhelmed with problems, you can not effectively sell. Learn to be more content in your mindset and you will sell more.

     10- Don’t forget to Plan. Problems can often be avoided by foresight-Plan your work and appointments in advance. The sales dimension is full of enough unexpected challenges, without having to face ones that can be avoided. 

     Post these 10 points somewhere that you will see them for the next 30 days and work on applying them to your sales context. Let me know how this sales refresher course helps!

Tim’s logos for years…. A good Basic… Very Fitting for this article.