In the army this motto gets an entire new meaning, but in sales this phrase is important as well.
Since the last financial crises 2 years ago it seems that the economy is still limping, sales people all over are in the middle of a war, a war to success, a war to earn, a war to stay.
In war only the well trained, well equipped and well planed survive.
If you want to win you need to practice, hard. And the meaning of practice in the world of sales is similar to the way we use to practice in the army.
First – we start be learning and practicing the basic, and in sales the basic practice start with listening, perhaps the most important skill in the sales world. My advice is to start practicing by simply asking someone a question (it can even be a complete stranger) and listen to him, try to see how much information you can remember from that talk. Try to practice your memory, try to remember without writing, that way you will be able to look at your client while talking.
Another important skill one most practice is, well, the most slandered field: cold calling.
Unlike what many people think – cold calling doesn't necessarily involve phone. A cold call can be (in my opinion) walking into someone's office and asking for a meeting, calling a number someone gave you – any interaction you have with someone how don't know how you are – that's clod call.
How to practice? Well, that's not that complicated task. Pick up the phone, take a drive and try to get some appointment simply by walking into someone's place.
The importance of the basic training is to get used to the felling of doing it. You need to be able to do those thing naturally, as if you've doing it your entire life.
We'll meet again for the second part of basic practice.
Write me and tell me how you deed: firstname.lastname@example.org