Peady’s Selling Engagement sponsored by IRD Prospector

Want to join the elite? You know the best of the best, the stars, those that earn the big money.

Here’s a list of 15 things you need to do every single day if you’d like to join the club:

1. Have a strong pipeline of potential advertisers. Work it, monitor it and nurture it.
2. Become a great questioner and a great listener. Ensure your questions dig deep, focus on business outcomes and are relevant.
3. Give and seek referrals. The law of reciprocity is powerful.
4. Manage your time effectively. Plan your work and work your plan.
5. Look and act professionally. Dress to impress, check your grooming and carry your personal branding into everything you say, do or think.
6. Know your numbers. The ability to have a clear set of metrics across all of your activities is essential.
7. Always tell the truth and be transparent. Your personal reputation is your most precious resource.
8. Know your product and what it can do. Ensure you can clearly explain to customers what’s in it for them.
9. Have a simple face to face sales process and follow that process to achieve systematic consistency.
10. Seek win-win outcomes. Provide clients only what they need, not what you want to sell them.
11. Believe. Believe in your product, your team and yourself. But always be yourself.
12. Set goals. Write down and act on your short and long term goals.
13. Learn and train continuously. The search for skill and performance growth never ends. Knowledge is king.
14. Find a mentor. Seek out someone you can trust to tell you the 100% truth every time. Someone who can guide you and keep you on track.
15. Have a strong social media profile. A personal website, regular blog posts and videos. Incorporate plenty of testimonials.

There is one more. Be prepared to work hard and that’s often the real difference between the average, the good and the elite. Hard work. To use a phrase attributed to old time movie mogul Samuel Goldwyn “the harder I work, the luckier I get!”

So, good luck to you.
 

About the author 

Stephen Pead is a media industry veteran of 30 years with significant experience in direct sales, sales management and general management. He is based in Sydney and specialises in helping SME’s market their businesses more effectively and providing training for salespeople and sales managers.
He can be contacted at [email protected]