7 practices for a Rejection Proof Sales System

Sales is just as much about the customer as it is about the salesperson.

Investing in a strong sales system is one of the most efficient ways to see a return on your employees sills. Rejection is a part of any salesperson's job but with a strong system of support, guidance and continuous improvement your sales people can confidently perform in even the most competitive markets.

1. Hire sales people with the right attitude

Sales is a people oriented occupation, you need people oriented people to close a sale. Reviewing your hiring system will ensure you bring the right kinds of people in your sales department.

2. Create a bonus structure that kicks in at various predetermined sales volumes

“Financial Carrots” can help motivate sales people to close a sale. Review your compensation system so that it motivates the right kind of behavior in your sales department.

3. Insist on a minimum number of sales calls per day/week and track them

Establishing a baseline will guarantee a certain level of success for your sales people and will breed success from success.

4. Organize supportive and motivational sales meetings on a regular basis

Everyone needs a little push now and again. Review the communication systems you developed to determine the impact they are having on your sales department.

5. Provide ongoing sales training

Sales people are responsible for generating revenues so make sure they are continuously improving their skills and honing their pitch.

6. Provide outstanding sales tools

Great tools help sales people look and feel more professional. Review the tools you are offering and consult with your sales staff to make sure they are adequately prepared.

7. Encourage a corporate culture that promotes pride in your company

People who are genuinely proud of their company and its products have little reason to fear rejection. For more a great advice, see what Wardell has to say on Handling Prospect Objections  

Mark Wardell's Top 10 Tips to Increase Your Productivity

1. Don’t pass the buck

When things don’t go as planned, great leaders take responsibility for their own actions (or inactions). Do this consistently, and teach your people to do the same. Once everyone starts taking personal responsibility for their work, your productivity will climb dramatically.

2. Start working towards “open-book management”

When you share your company’s financials with your employees, you encourage them to behave more like owners. Many entrepreneurs worry their employees will think the company makes too much money, but most employees actually overestimate the company’s bottom line before they are exposed to it. It’s not an easy step for most entrepreneurs to take, but those that do typically find the benefits are worth the risk.

3. Do the tough stuff first

One of the simplest, yet most effective strategies for dealing with procrastination is to cross the tough stuff off your to-do list first. Teach yourself to do this and then train your employees to do the same. If you can stay committed to the process, you’ll build an incredibly productive corporate culture.

Mark Wardell's Top 10 Tips for Motivating Your Employees

1. You can’t actually motivate your employees

What??!?? I know this first tip seems a little counterproductive, but bear with me. You see, motivation is internal, not external. You can motivate people with carrots and sticks for a while, but it can’t last. Long term, people need to motivate themselves. You’re not powerless, however, because motivation comes from inspiration. So offer your people inspirational goals and they’ll take on the job of motivating themselves.

How to Build Trust with your Sales Prospects Part 2

Switching focus from Behavior to Communication

Knowing how to act in front of clients will demonstrate respect, using the right words will help build credibility and trust.

Be mindful of your Speaking Tone

Stay positive

People are attracted to positivity. No matter how negative your prospects may be your energy and support will help them build a sense of trust.

Avoid clichés

Anything friendly and original will help you differentiate from the myriad of sales pitches your prospect hears from countless other businesses.

Avoid badmouthing the competition

Insults and criticisms may seem like an easy way to be superior but in the long term they reduce your credibility. Focus on the superior aspects of your products or services and keep a strong commitment to delivering value to your customer.

Under promise and over deliver

Meeting expectations is critical to building trust. Always promise to deliver at a level you can achieve without fail and demonstrate your outstanding capabilities when the final result is beyond what was expected.

Focus on creating a Connection

Focus on the prospect not yourself

People like opportunities to expresses themselves and these days few people take the time to listen. Keep conversation focused on the clients and invite them to share details of their life with you.

Listen more than you talk

Your role as a sales person is to listen needs so well that when you speak everything you say makes sense to your client, your status as trusted ally is increased by how efficiently you can support your prospects mission.

Call your prospect by their name

People like to hear their own name, it shows that you are building a more personal relationship and are not just looking for a quick sale. Using someone’s name needs to be genuine.

From Talk to Action

Once you’ve gained your prospects trust you can increase your chances of a sale by applying 7 practices for a Rejection Proof Sales System.

Escalation of Commitment - Don't be Afraid to Start Again.

Start again.

Easier said than done.

I was painting a room in my house and the colour was somewhere between mustard and green pea baby food.

It had looked ok on the 2" paint chip, but was not looking so good on the wall.

However...given the 2 hours of labour already invested and the investment in the paint, I convinced myself that it looked ok.

My wife in a moment of pity also agreed that it looked ok and so I invested 5 more hours in painting the entire room.

As Featured In...

Circle Graphics

“Wardell has helped me systemize my business so I can travel with my family often and live the life I’ve always dreamed of.”

— Brad Haima, Founder, Circle Graphics

Free Resources to Grow Your Business