Being a successful sales person doesn’t necessarily mean to make a sale every single time you get on the phone.  It simply means that you do not waste your time or your prospects time.  You make it a point to find out if there is potential for a sale by learning quickly what the prospect needs and wants.  If your services are not needed, you simply move on to your next call without wasting time on these cold prospects.  This is what it means to be effective, and below is a list of 7 habits that highly effective sales people implement daily.

1- Communication- Above all else, this is absolutely necessary to turning your prospects into sales or team members.  You want to communicate to your prospect that trusting you is a sound business decision.  Convey a strong, clear message of why it makes sense for people to do business with you.  A successful sales person is a leader because they attract trust.  You must first find out what they’re looking for, and then point them in the direction of the information that will show them what they are seeking.

2- Commanding the conversation- It is your responsibility to control where the conversation is heading.  Initially you want to tell them your name, where you’re calling from for example your website name, and the purpose of your call.  After you tell them why you’re calling you want to ask if this is something they’re still interested in learning more about.  If they say no, then you want to end the call right there.  There’s no use wasting your time with a cold prospect.  You want to ask specific questions that will let you know if you have what your prospect needs so that you’re not trying to sell them something useless to them.  The more you listen to their answers, the more you will know how you can help them with their problems.

3-  Realize the key requirements of your prospects- You need to know what they need, what they’re looking for, and how your product is going to help them achieve both.  By asking questions and listening to their answers you’ll know what kind of information they need to make an informed decision to buy your product.  Also know that emotions are most often the reasons for impulse decisions to buy something.  You want to capitalize on these emotions by educating them emotionally rather than with facts and figures.

4- Follow up- Setup a follow-up appointment for sometime in the next 2 days if there is a chance that they’re interested in buying.  This will show them you’re a serious business person, and will also give you another chance to answer any objections that they may have come up with.

5- Ask for referrals- Simply ask an interested prospect if they know of anyone else who could use or would be interested in learning more about the products that you offer.  Someone you were referred to trusts you already because they trust their friend who referred you.

6- Begin early and stay late- Starting early will provide you with some quiet time before you get into the hustle of the day. It’s good to mentally prepare yourself before you start working so that you actually get the things accomplished that need to be accomplished.  Also realize that this is a business, and as a business owner, you’re required to work long hours to make your business successful.  If you want 9-5 hours, go get a job.

7- Maintain your sense of humor- It’s good to laugh at some mistakes or misfortunes, because after all we are human.  Share those experiences with others to let them know that you’re not perfect.  Tie them into the conversation when your prospect shares similar mistakes or failures to make them associate with you more.

It is not necessary that you try to implement every single one of these habits on your very next phone call, because that would be overwhelming.  Instead simply pick one or two of these habits and add them to your routine until you are comfortable with them, then add more as you see fit.  Eventually you will want to have all of these habits in your routine so that you are an extremely successful sales person.

Above and Beyond implementing these habits in your telephone conversations, I would like to introduce you to my Good Friend Vitaliy Dubinin who wrote an article about 10 tips to Dominate Network Marketing in 2010.  These will be necessary to your overall success with your business, and not just on your phone conversations.  I also wrote an article a few weeks back where I discussed the Network Marketing Recruiting process of Qualifying your prospects for your time before you even call them.  This will help you to get the right people on the phone so that your phone conversations are easier.

To Your Massive Success,

If You enjoyed these prospecting tips, I’m sure you’d enjoy an 80 Minute presentation I did where I revealed the EXACT Prospecting Methods I’ve used to add up to 4 people in a single day to my Primary Business.

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