Are the basics and fundamentals of sales still valid today as they were 100 years ago? My answer is yes! I love what Jim Rohn, the great business philosopher, said many years ago, “There are no new basics and fundamentals.” It's so true. The basics and fundamentals of sales has not changed in thousands of years of recorded history.
What has changed over the years is how we connect, educate and engage with our prospects and customers. Years ago we used to connect by foot or horseback. Then along came the railroad, then the telegraph, telephone and so on. Sales is a contact sport. In other words, being in the presence of the prospect or customer. Whether that's by phone, voicemail, email, face to face or even connecting through social media.
Do you have a sales process? Let me share with you a couple of key points in creating one.
- Who is your target audience?
- Are you clear about how your products and services will solve their problems?
- Where are they located?
- What communication tools are you going to utilize to connect with your prospect or customer?
- What days and times during the week are you going to contact your prospect or customer?
- What tactics have you developed to work though their objections?
- How do you ask for their business?
- Have you clearly communicated the next step in your sales process?
Your list may look a little different than mine. The key to winning more sales is to have a clearly defined process.
Here is your Sales Nugget: The great football coach Vince Lombardi said, “The team that controls the line of scrimmage wins the game.” When you really think about it, there are no new basics and fundamentals. Are you controlling the line of scrimmage?