3 Keys to Sales Success in 2022

February 2, 2022

Occasional success in sales is easy; it’s consistent excellence that is much harder and, without it, one month’s gains are wiped out by the next month’s losses. Consistency – and the confidence it breeds – comes from process, structure and practice but there are 3 other elements that will undermine your success if you don’t address them. 

1. BELIEF

There is no sales technique in the world that will consistently mask a lack of belief in what you sell. Our favourite definition of sales is ‘the transfer of enthusiasm’ and it’s one of the reasons that company owners are often outstanding at sales even if their skills are minimal: they have such belief in what they sell that people are won over. How much does your team believe in your product or service? Anything below 8/10 is a concern; go to 6/10 or below and you have a major problem. 

2. CLARITY

Belief will take you a long way but if it turns into long, unfocused explanations of benefits, then good prospects will switch off before you’ve had the chance to win them over. Can your salespeople answer the question, “What’s so special about what we do?” in 25 seconds or less? If the answer is no, then please take action now. It takes a bit of time and practice (and a few quid if you need our help) but it’s one of the most important changes you can make today to the way you sell. 

3. CURIOSITY

Without a genuine curiosity to find out more about clients and their needs, your sales team will fall into the trap of talking AT people rather than talking WITH people. Taking time to understand prospective clients is the greatest compliment we can pay them and the quickest way in which to change the way they think of us. It’s also the sales skill that makes the biggest difference in our personal relationships too. How much does your sales team know – really know and understand – your clients and prospects? 

Belief. Clarity. Curiosity – 3 keys to sales success in 2022

Recent Blog Articles

Sales Training – Regular or Occasional?

Sales Training – Regular or Occasional?

If you’re thinking about providing additional support to your sales teams in the months ahead, you may be wondering which option is better, monthly training or occasional sessions? Here are my thoughts. Regular Sales Training Almost all evidence around behaviour...

read more
Different Ways to Learn

Different Ways to Learn

I'm reading Start with Why, Simon Sinek's bestselling book. I'm enjoying it and getting lots out of it, yet I fundamentally disagree with its central premise. First, the basis of my disagreement; second, why I continue to read and find it fascinating. It doesn't...

read more
Common Sales Mistakes – Number 3

Common Sales Mistakes – Number 3

In this series of blogs, I wanted to address 3 common sales mistakes. This blog – addressing the third mistake - is short, sharp and makes one simple point only. The sales mistake it highlights is so obvious you’ll think it hardly worth your time reading. Yet, this...

read more