Your Best Pitch
For Russell, it was three simple words—"make it happen."
"It's a very simple phrase, but it's absolutely crucial to keeping your customers happy and relates to so many facets of the sales cycle. I'll sneak in another saying that relates to my initial advice, 'The next person to touch your job, is the one who is going to screw it up.' In my experience, I am the one who is ultimately responsible for my customer's job they have entrusted me with and it will never be anyone's fault but my own if things go wrong. I need to take the initiative and make sure things go right and are on time, whatever that entails. Whatever the roadblocks, obstacles and other problems that may be present, I need to overcome them somehow and it doesn't matter how I do it as long as I make it happen."
It would be impractical to think of selling or any of these tips in a vacuum. The slow economy also is a factor.
Henry explained it just means salespeople need to work a little harder.
"It can be more difficult to convince someone to buy on value rather than price when they're struggling to squeeze every penny. However, that just means I have to be better and uncovering their need and identifying their pain points. With a slow economy you also have to be prepared for a longer sell cycle and be more willing to work with cautious customers," he said.
In addition, Henry noted that he never listens to anyone's opinion of the state of the economy.
"If I were to do that then I could easily fall victim to the mindset of 'Oh, poor me. I can't get any sales or reach my goals because the economy is bad.' I've been in sales a long time and I have seen too many salespeople retreat into this self-helplessness state where they just don't even try anymore because in their mind the economy is bad. I think that is just an excuse not to work hard and to sit back and blame someone or something else for his or her problems," he declared. "My approach is always the same regardless of what people or the news [are] saying about the current condition of the economy and that is to hustle. If the economy happens to be good according to whomever, great, I am going to work just as hard to capture as much market share as possible. The same thing goes for when the economy is down according to whomever. In my mind, I need to work harder than my competition to take as much of the market share as I can get. Business is out there; you just need to find it."