3 Tips for 3X Sales Performance

If you're starting out as at an entry level to sales, here are 3 simple tips to get you on your way to not only hitting your quotas but to consistently go above and beyond.

1. Smile

Before picking up the phone or joining your Zoom meeting, put a big smile on your face. By smiling you'll instantly boost your mood and your client will hear the difference. We like to surround ourselves with positive people, and on the phone your positivity will help you build a great first impression through the tone of your voice.

2. Take Notes

During the call or meeting, take notes, you can even let your client know that you're writing down the important points. I recommend using physical pen and paper (notebook) to really get you in the habit of active listening. Note taking will force you to pay attention to what the client is saying, it works because it is hard to both take proper notes and be talking at the same time.

As a bonus, at the end of the meeting you'll have a written record of what was discussed. This will be cut down on any misunderstandings and give you a quick recap of what was said at each meeting that you can access on the go.

3. Mirror | Mirror

Let your clients know that you're listening by re-using 1-3 words from every few sentences.

And since you've taken notes, you can also paraphrase to make sure you've really understood what they've said. For example:

it sounds like...,

it seems like...,

correct me if I'm wrong based on what you've told me...,

You can also throw in a few, nods "uh-huh" and yes's. It is important to keep the client engaged because it allows you to build trust.

Solution Selling

All these 3 tips link back to a common theme: consultative selling. The basic idea is that by listening to the client you will truly understand the problems they want to solve. This then allows you to propose a solution using your products and services that address the clients concerns and challenges.

If you can listen and be empathetic, you'll go far in sales. I hit 262% of my goal within the first 3 shifts I picked up as a cold caller with no background in sales. All I did was smile before each call (building a positive 1st impression), take notes during the call (active listening), and mirror & paraphrase (building trust). These are the 3 fundamental building blocks of solution selling.

Proof this works: