As an experienced insurance broker, Chip Ervin has focused on constant improvement in order to achieve more sales and become a more valued member of the sales teams that he has worked with. The best salespeople are always looking to do better and are rarely satisfied with their performance levels, regardless of how high they are. These tips will help those who want to take more steps up the ladder.
Be Critical
It is likely that you will be working from a script during much of your sales career, especially if you are involved in telephone sales. This gives you the opportunity to learn about the product and your clients, but you should not assume that your script is perfect. Always approach your script with a critical mind and look for improvements that you can make based on your own knowledge of the product and your customers.
Be Disciplined
Salespeople need to understand that “no” is a word they are going to end up hearing quite often. The less-disciplined allow this to affect them too much, which only results in more refusals from potential customers. Stay disciplined and keep plugging away, understanding when to move onto new customers and when you can turn that “no” into a “yes” as you do.
Observe Others
Chip Ervin has his favored techniques when it comes to sales, but he still understands that there is an enormous amount to learn by watching others. Observe other salespeople so that you can figure out what they are doing to achieve success, or the mistakes they are making that result in lower sales figures.
Chip Ervin 