Seller Hygiene: Strategies to Stay at the Top of Your Game

John Kaplan
John Kaplan Member [Pro], Member [Plus] Posts: 26
in Content & Resources

In a recent Audible Ready episode, I shared the importance of staying on top of your game by checking yourself as you prep for your upcoming sales calls, regardless of what stage you’re at as a seller in your career.

As elite sellers, maintaining impeccable "seller hygiene" is essential for maximizing your success. For me, these are just as important as getting up and brushing your teeth to start your day.

Here's how we can ensure we stay at the top of our game and maximize success:

  1. Elevator Speech: Perfect your pitch—clearly articulate what you do, your unique value, and how your product's capabilities benefit your customers.
  2. Remember The 3 P's:
    • Purpose: Understand the 'why' behind your interaction.
    • Process: Know the steps to guide your customer.
    • Payoff: Highlight the benefits and value they’ll gain.
  3. Listen: Ask insightful questions and truly listen to understand, not just to respond.
  4. Think like the buyer: Put yourself in their shoes. What are their needs, concerns, and goals?
  5. Bring Proof Points: Be prepared with relevant proof points to minimize perceived risk and build trust.

Approach every conversation with a buyer's mindset and honor your commitments. Make it about them, not you. Remember, "Homework is Respect." Show them the value of doing business with you by always being prepared.

Let’s make every interaction count!

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