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2020 was challenging for so many reasons.
We’ve dealt with the discomfort, adapted to a new way of working, had to rejig our finances and many have had to spend months searching for new jobs in a tough environment.
While you’d think 2021 can’t get any worse, there are no guarantees. We have Brexit, there could be another virus, the vaccine may have side effects, we don’t know what the future holds. What we can do is prepare ourselves in the best possible way.
I did a poll recently on LinkedIn about the biggest concerns people had and over 150 people replied. The biggest concerns were mental health, keeping a positive mindset, prospecting, and overcoming objections.
I asked a week later at an event I was speaking at over Zoom. The delegates had the same concerns.
You always achieve more sales with a positive mindset than a negative one. Create a vision board to keep you focused and inspired.
A vision board contains images of some of the key achievements in your life since we easily forget what we have achieved. It also contains images of what you want to accomplish in the future.
Make it a mixture of personal images and materialist images. Keep this image on your mobile and laptop lockscreen and your fridge, so you see it 40-50 times a day.
My vision board below.
During lockdown, the most disappointing thing was that people failed to learn more about sales. The quality did not improve. In fact, it goes worse. Spammy emails and LinkedIn messages with features and no benefits don’t work.
What does work is taking the time to research a client’s website, LinkedIn page and tell them what you liked about it or learned from it. Then share insight. This builds trust, which is a key foundation for sales and business.
I listen to sales calls every week from sales teams. They’re always trying to say the next thing before the client has finishes speaking. Sales is not about rushing the deal. It’s about listening deeply, taking notes, recapping what the client has said, listening some more and helping the client achieve results.
30 minutes a day must be spent reading books or listening to podcasts. The more you learn, the more you earn. For example, you should record your Zoom calls - watch your body language. Are you sitting up straight? Is your head framed correctly on camera? Are you dressed properly? So many people don’t think about this. The small things make a big difference.
Every successful sports star has several coaches. Top salespeople are the sports stars of their industry. The top earners. The ones everyone looks up to. Every successful salesperson has a coach working with them to push them harder and make them better. If your company doesn’t pay for it, they pay for it out of your own pocket. That’s how greatness starts.
Video is consumed 6 times more than written content. Not only does it showcase your business, but it also shows your personality and remember people buy from people!
Get lights, a quality microphone, and a tripod for less than £200 – or shoot in natural daylight and you need nothing but a phone. Videos between 60-90 seconds get results and get more engagement than long written posts.
On LinkedIn, video currently gets 3 times the engagement compared to normal posts.
Niraj is an expert sales coach, trainer and author of the Amazon bestsellers, Everybody Works in Sales and The Easy Guide to Sales for Business Owners.
He helps you with overcoming objections, mental health, mindset, prospecting and LinkedIn.
Contact him today through Professional Academy or LinkedIn to get results for your business.
