Nov 07, 2013 By Tripp Braden

25 Ways to AIM for Better Sales Results

in Featured, Sales

How do you leverage your time to get more done as a sales professional? How do you focus on the right things at the right time to ensure sales success? Over the years I have discovered that great sales professionals know how to AIM to close more business. How might you AIM for more success in your sales career? Here’s a three step process to get you started today.

A is for Assess

Great sales professionals:

1. Assess their clients’ organizations more than averages sales professionals

2. Review progress of their accounts often

3. Understand the risks and opportunities of their clients’ business

4. Ask questions to make sure they have the right people involved in the process

5. Identify potential bottlenecks

6. Keep in front of clients with information that ensures the deal moves forward

7. Constantly assess the situation to make sure there are no surprises at the end

I is for Inspire

Good salespeople:

8. Sell benefits versus features

9. Inspire their clients to take action

10. Uncover their clients’ personal motivations and make sure these are discussed often

11. Share support materials to remind the buyer of the positive end result of a decision

12. Share multiple great stories of past clients with similar results.

13. Understands the more motivated their buyer is, the more quickly the sale closes

M is for Manage

Effective sales professionals:

14. Understand great sales require managing

15. Build their sales process so they can manage it

16. Create milestones to achieve throughout the sales process

17. Manage the clients’ expectations throughout the sale

18. Map their process with their clients’ unique needs

19. Ensure all the right steps are taken so the client makes the buying decision

20. Know when to bring additional resources into the sales process

21. Manage the sales time clock to make sure their clients are ready to buy at the right time

22. Continuously manage challenging clients by leveraging different options for their clients’ success

23. Manage their client’s expectations and resources so they are able to make a decision

24. Get all the right individuals involved and build a successful team on the client’s side

25. Engage all stakeholders in the process, thus ensuring a successful result

AIM for success. By using this simple, three step process, you can see your sales grow exponentially. You also feel more in control in your sales results. After all, isn’t this why you’re a already successful sales professional?

Tripp Braden is the Managing Director of Strategic Performance Partners. He is a business growth strategist with extensive experience helping clients lead, build, and sell their successful privately held businesses for maximum value. His experience includes creating successful business development systems and leadership strategies for many mid-market clients across North America. He shares sales and marketing strategies and tactics every week at Market Leadership Journal.