After selling for over 25 years and taking numerous sales technique courses, I have decided to write about the true basics of selling. First of all, it doesn't really matter what type of degree you have acquired, OR who you work for, OR how much money you made two years ago. What really matters is 1) how easy it is for you to get up each day and sell your stuff, and 2) how much you really enjoy selling! More importantly, you have to consider 1) Why are you a salesperson, and 2) do you have motivation, ambition and personality to win a sale?

During all of my sales career, I was subjected to training that insisted that Sales is a science, and that you need to follow a certain structure to achieve success. I believe the trainers should go out and try selling themselves before shoving this structured sales process down the throats of the individuals who are actually selling. Then there are the other sales training gurus who will tell you that selling is an art. Well, I can tell you that the last time I put a sale onto a canvas was never! With that said, I would like to tell you about why I have been successful in sales without listening to the structured sales protocols of a variety of professional trainers and so-called experts.

By the way, there is no real formula for sales success. You create your own success with your own formula. Here is a list of things that I have used to create my own successful sales formula:

1. Research prospects before 8AM or after 5PM each day to be prepared for cold calling, client visits, etc.
2. Schedule calling times (cold calls or existing client calls) every day for a period of 3-4 hours.
3. Schedule appointments convenient to YOUR schedule...provide your contact with two dates and times convenient to YOUR schedule. Do not offer any alternatives unless necessary. YOU MUST BE IN CONTROL OF YOUR TIME...DO NOT LET THE CLIENT OR PROSPECT TAKE OVER YOUR SCHEDULE. Make sure you schedule your appointments geographically each day in order to avoid wasted windshield time.
SCHEDULE AT LEAST 5-10 qualified appointments per week (more or less depending upon your type of sale). It is extremely important that you qualify each prospect before setting an appointment. Do not drive to any appointment if the other party is not serious about considering your item for sale. If you are in the preliminary stage of your sale - schedule a conference call.
4. Prospects and clients are people. Stop trying to figure them out. Let them tell you what they want. If you really listen carefully....you will uncover opportunities. The key is "LISTENING".
5. BE YOURSELF. Don't try to influence clients by putting on a polished act and having a canned speech when you sit down and talk. Let the conversation flow and enjoy the meeting. Your client knows when you are uptight and uncomfortable.
6. BE PASSIONATE. Love what you do and don't make excuses to anyone. If you love to sell...show it! Clients are more prone to purchase something from someone who shows how passionate they are about their product then some deadhead who is trying to get out of their office as quickly as possible. SHOW THE CLIENT THAT YOU REALLY BELIEVE IN YOUR PRODUCT/SERVICE, THEIR BUSINESS, THEIR PROBLEMS AND ANYTHING THAT WILL IMPACT YOUR FUTURE BUSINESS RELATIONSHIP!
7. STOP THINKING! If you over-think your objectives, and over-think your clients or prospects, you will lose. I'm not saying that strategy doesn't play a part in winning sales, but stop thinking so much and just go out and sell.

Bottom line is...be yourself, work smart, and you will win!

Learn more about this author, Phyllis Smith.
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