When it comes to sales, you need a strong awareness. Without that awareness, you won’t achieve much in sales. You’ll basically be shooting in the dark – wandering around, lost and aimless, until you stumble upon a sale by pure luck. And when you cultivate it – your sales will elevate to a whole other level.
The awareness you need can be broken down into 5 types:
#1. Awareness of the sales process
You need to understand the sales process and all its steps, and to know exactly where you are in the sale at all times. Each step in the sales process has its own unique rules and needs, and the only way for you to become an excellent salesperson is to fully understand them.
#2. Awareness of the destination
If you don’t know where you’re going, you can’t lead your prospect there. So having a specific goal and knowing exactly what you want to achieve out of every sales situation is crucial if you want to become a great salesperson. You need to know where you’re going, and to make sure that every action you take helps get you there.
#3. Awareness of your prospect
You need to consider their mood and emotional state, their potential questions and concerns that they haven’t expressed, their level of trust and belief in you, the amount of rapport you have, how they perceive you and what prejudice they might have, their level of attention and interest, their willingness to make a decision and take action.
You can get most of this information through active listening.
#4. Awareness of your actions
#5. Awareness of the competition