“I often look back at my life and relive what I have been taught so I don’t forget it,” says Chris Cannon on InsideSales.com. “With that being said, I want to revisit 5 lessons that I have used to create myself as a salesman”. Here are some highlights of what Chris shares for entry level sales professionals:
1. Network. Network. Network. Chris advises networking on social media like Facebook, LinkedIn and Twitter, but if you’re working for LogoNation, you’re going to be networking in person in towns and cities within varied metropolitan areas. So plan on meeting lots of people, going to local Chamber events or community celebrations, and each time you find someone interested in what you’re offering, try to learn a little about their business (don’t do all the talking).
2. Respect Your Elders. “We’ve heard this since childhood and it’s applicable to today’s sales professional,” Chris notes. “Because you’re new at this, don’t go out there ruining relationships because you think you know what you are doing. Most of the time you don’t. Listen and learn from others that have traveled the sales road before you. If you do, you’ll succeed more often than not. Remember, listening doesn’t obligate you to take action. Consider different points of view, then compare those with yours when looking for creative lead generation ideas.”
3. Don’t Play with Fire. Don’t take unnecessary risks, Chris advises. “You should be building your business with a great foundation. Build a fire you can nurture – not play with. Play the sales game; don’t let the sales game play you.”
4. A bird in the hand is worth two in the bush. Chris says he learned from this proverb that it’s better to have one lead than to dream of having more and ending up with nothing. “Try to keep working toward your lead generation goal (two in the bush) and use reality (bird in the hand) as motivation.”
5. Early bird gets the worm. “Get up, do something and get into the game,” he advises. “Take control of your leads and respond before someone else does. Research has shown that the best time to response to a lead is within the first five minutes. After that, there is a ten-time decrease in contact rates.” (Check out the InsideSales.com Lead Response Management study conducted in 2007 for more information.)
6. When life gives you lemons, make lemonade. “Forget making lemonade – that’s been done before,” Chris says. “Do something original like making grape juice! Utilize techniques original to you that get your leads invested and qualified.”