In your sales career, do you know what GRASP stands for?

I’m from the old school of sales that told you to go up to everyone and hope something clicks. We call it spray and pray. Fortunately for me, I am a lifelong student, and through my enthusiasm to learn more, I have now come across the new age way of selling, where you simply get better at finding leads and your sales go up. they return more from order taking than from aggressive selling. In other words, it allows prospects to buy from you instead of you selling to them. Easy.

When you decide to go into sales, you must first get good at knowing your product (inside and out) and then get good at getting other people to buy it from you. Depending on what you sell and the length of your sales cycle, this can take a long time. So what are you doing in the meantime? you GRAB

G stands for being with the right people. First of all, if it took your sales manager or coach 30 years to become an expected, he can shorten that time simply by modeling them and learning lightning fast to become good very quickly. They have already made all the necessary mistakes so that you don’t have to. Cut right in front of the tail, my friend. Make sure you ONLY hang out with the people who can improve your skills and very quickly.

R means be responsible. For what exactly? All. You will take charge of your sales training and classroom work and you will also take charge of your sales processes at your sales appointments. There’s a lot of physiology and social dynamics that go into this, but for now just know that you need to take control of everything related to your sales career. Be responsible for it.

A is for attitude. Have a great attitude. Never give up. This can never be explained enough. Salespeople get hit at every opportunity, whether it’s family outings or dinner parties, everywhere. In fact, the only place vendors are welcome is at their own award ceremonies. Okay, maybe that’s a bit much, but salespeople need to keep their cool so they can deal with all the negativity that surrounds this profession and also prospects that don’t buy sometimes, which can be most of the time! weather!

S is for systems and what you’re selling. You need to know all of your sales systems and procedures, whether it’s your presentation, turnover goals, legal issues, or simply filling out order forms. At the same time, you need to know your product inside out so you can deal with sales objections as well as the sales process in general. You look at sales procedures if you forget your presentation or anything to do with your product, people don’t see it that way. Instead, they think there is something seriously wrong with the product and walk away from you. Always represent your product positively using your knowledge of it.

P is for profit. The most lucrative sales jobs are commission-based or at least in part. Don’t get carried away selling something exciting and forget about the bottom line. After your commute to work, your lead payments, your lunch, your suit, your fancy cell phone or computer, or maybe your flashy car that costs more than your house, you are assured of a profit. Never forget this, no matter what anyone says, we all know that sellers are after the money.

So there you have it. Make sure you CAPTURE your sales career.

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