Remember These Four Basics of Successful Selling

Written by Sean McPheat | Linkedin thumb

red successAs top salespeople, we are always searching for the Holy Grail, those elusive qualities that make a real difference in the way we sell and the results we achieve.

Making sure we hit our targets, create opportunities and maintain client loyalty occupies our business minds and we are continually seeking better ways to achieve.

However, sometimes we miss the basics. By that I mean we may forget to do the real essentials that will get us the results we crave for, while we search for the one answer that may get us more. One of my heroes, Jim Rohn, was famous for saying that ‘there are no new fundamentals…truth is eternal’.

He was right, and it would be sensible to bear in mind that the ‘essentials’ he was talking about never change. Let’s revisit four of them and make sure they are always at the forefront of our minds.

1) Establish what is most valuable to you and stick to those values. Many salespeople we develop talk of money as being one of their key motivators. Yes, it is a driver and rightly so, or we wouldn’t get out of bed in the morning. But what of those values that actually mean something in the long term, things like integrity, time-keeping, service, creativity, health, giving of oneself?

Values are things that are intrinsically right for you. You’ll instinctively know when you hit the right values, as they will simply make you feel good about yourself, each and every day.

2) Stretching and Challenging Goals. How do you measure how successful you are day-by-day? What in your world gives you that feeling of success? What makes you satisfied, gives you some sense of purpose, takes you in the direction that you really want to go?

There are many goals we can achieve in life. But if their not your goals, if they’re goals that have been set for you, or are outside your control (like company goals?), then you won’t feel complete or achieve what you specifically want to achieve.

3) The right strategy to achieve your overall goals. This ‘basic’ is the key to making everything you want to happen, happen. Knowing you want to have a better standard of living is a good start, but having the strategies to achieve it involves planning, organisation, control, self-discipline and the willingness to take the action needed to succeed.

So, what are the action steps you need to take to go in the direction you need to go to achieve the goals that you plan to achieve? Plans without actions are merely pipe dreams and will not make you feel good about your self.

4) The desire to improve every day. It’s been said that to become a master at any skill, you need to devote yourself to it, learn from your mistakes and create opportunities for advancement at every opportunity.

Learn to learn from every contact you make. What went right? What could have been tweaked to make it even better? How would you change things if you had the time over again?

One of my main values is that of curiosity. I’m always intrigued by what makes people do what they do. This helps me improve, just fractionally, in everything I do, as I learn from others and vow never to make the same mistake twice.

Improving by 1% per day may not seem out of reach. But if you do that, in a little over three months you have improved by 100%!

Now that’s something to aim for! Endeavour to improve a little bit each day and you’ll see those imperceptible stretches achieve significant results in a short time.

So, there are my four basics that you should be committing yourself to every day. If you do, they will help you achieve your goals without having to search too far.

Before I sign off, here are some more tips on becoming a great sales person:

Happy Selling!

Sean McPheat
Managing Director

MTD Sales Training | Sales Blog | Image courtesy of Master isolated at

450 sales questions free report

Originally published: 7 May, 2013