As Sales Person, Here are my New Year Resolutions. What are Yours?

Being a salesperson, I keep learning from my mistakes and have noted a few changes that I need to make in my approach. I take these resolutions going into 2021, hoping to keep it going for as long as possible :)

1. I will not say "Yes, our product has this feature", when we actually don't. One of my bad habits is getting nervous while pitching and agreeing to clients just to close the deals. During my demo/pitch, when a client asks me if the product I represent has a particular feature, I end up saying 'yes', even when the feature isn't available. I somehow provide them a workaround using other features and say 'see, we've got you covered'. Note that I actually didn't lie. I did a little bending and stretching to provide the solution. Just that it's not a straightforward, out-of-the-box one like they expected. I've noticed my clients were not happy during evaluation or post purchase with this approach. Going into 2021, if I'm asked about an advanced feature which is missing in my product, I'll just say 'Not right now, but we do have that in our pipeline for next year's release. For now I can offer you this solution (workaround)."

2. I will try to be a friend, not a suck-up: I have realized that there's a difference between "Hey John, you look great today" and "Wow John, such a wonderful tie!!" I've noticed that while it works for some, a lot of clients are put off by it.

3. I'll focus on my prospective client's problem, more than our benefits: I think everyone knows this principle. 2021 is really the year when I actually start practising it.

4. Maintain strong relationships with old clients: A happy client brings you ten more happy clients. I'm hoping to continue my last year's resolution in 2021 as well, to keep in touch with my old clients. As a gesture of goodwill, I will send them gifts for special occasions, call them to wish on holidays, and also to take feedback from time to time. This activity makes one not just a better sales person, but a better person in every sense. And this translates to increased CLTV for the company.

5. Have a good work-life balance: It may sound odd but through 2020, I've not been able to give my family the time they deserve, even though I was at home for the most part of the year. Back-to-back video meetings confined me to a dedicated home-office corner. Going into 2021, I take this resolution to spend more time with my family. Of what use is a fat pay check, when you don't get to spend on your loved ones!

Share your new year resolutions as well. I'll stay more inspired and maybe I'll add a few more from your list to mine :)

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• Vinit Tibrewal

  

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• As Sales Person, Here are my New Year Resolutions. What are Yours?

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