Resolutions of a Salesperson for 2019

Having coached and trained thousands of sales people across the world and a in variety of markets, these are the resolutions these salespeople will make to be more successful in 2019.

1. I will be a Better Listener. Listening well to the customer is crucial to uncover needs and build relationships that lead to sales. I resolve to actively listen to all my customers better.
2. I will use more Open Questions. Last year I found I used more closed probes which led me to not gain all the relevant information I needed to gain customer commitment. I will use more open questions in 2019 to show respect and give my customers better air time to express themselves, their issues and needs.
3. I will have an attitude to Help and Serve my Customer. My attitude to help the customer with my product solutions is readily seen by the customer. My attitude to serve and help the customer is a competitive advantage in 2019.
4. I will find the “Need behind the Need.” Before I make recommendations to customer I will determine the “Need behind the Need” for the problems the customer desires to solve. These Need behind the Needs may be better productivity, increase revenue decrease costs, create a better image, and many times involves safety and order as I move to the close.
5. I will Close each sales visit with Equal Commitment. Many times in 2019, I closed the sales call with only a commitment from myself. This year, I promise to close sales calls with a mutually beneficial commitment to move the sale ahead by myself and my customer. This will accelerate the sales cycle.
6. I will under promise and over deliver on my commitments. I learned from HubSpot that only 3% of customers trust sales people and only 23 % of customers employ sales people as their main source for solutions. Delivering on my commitments, not stretching the truth, and being honest will bring more success to my customer and myself as a trusted advisor.
7. I will practice and tell relevant Success Stories. I have learned that story telling can engage customers and provide analogies and proof, my company can deliver solutions that get results. Everyone enjoys a good success story, even more when it is about my satisfied customers.
8. I will practice the Value of Coopetition. I found out when I sold to Nike that I practice “coopetition:” cooperate, celebrate and have healthy competition with my sales team mates. Celebrating their success together, sharing information on accounts, and going on joint calls encourages myself and team members to learn from each other. I will participate with my sales team in the value of coopetition. This will increase my product and market knowledge and teamwork with my sales colleagues.
9. I will prospect with Excellent Research and Preparation. Last year I found out that “winging it” doesn’t work. My customers have the internet to prepare and so do I. I will use the internet and other information sources to find relevant prospects and then demonstrate my knowledge of their business, market, and circumstances when I call for appointments and meet them for sales visits. Being prepared shows the customer you care….about them.
10. I will be hungry and open for Coaching from my Sales Manager. We sales people like “to go at it alone.” I will actively seek my Sales Manager’s coaching and feedback to grow me as a sales leader and business person. Getting my manager on Joint Calls is important. His/her experience and observations are valuable to meet or exceed targets. Therefore I am teachable in 2019.
11. I will not Sell on Price. Rather than take what seems the easy way out by lowering my price,  I will become a better business person that problem solves for my customer by adding value based on my superior product, market, industry and competitive knowledge. I make it a goal that I will construct profitable win - win deals for my customer, my company and myself

Which Sales Resolutions do you need to make in 2019 to be more successful for both you and your customers? You may even want to share this blog with your sales manager and sales team to gain insight and feedback on your areas for improvement this year!Here’s wishing you a very Happy, Successful, Transformational 2019!Michael J GriffinELAvate Sales CoachMHG Sales TrainerPassionate Sales Person