In a world where sales are becoming increasingly competitive, it's crucial to find ways to stand out and perform at your peak. But how do you actually take your sales to the next level? According to sales expert Mikael Arndt, from Closers Only, it's largely about analyzing and improving your sales calls. In an interview on the Vaamazing Sales podcast, he shares his best tips on how you can quintuple your sales by becoming better at analyzing your calls.
One of the most important insights Mikael Arndt shares is how few salespeople actually record and analyze their sales calls. He says:
When I spoke recently with a global company, there were about 50-60 people sitting there with the rest streaming around the world. And when you ask for a show of hands on how many record their calls, their meetings so they can analyze them. Just like a professional football player, hockey player, tennis player, golfer, musician. Everyone at the top does it. No one raises their hand.
According to Arndt, this is a big mistake. By recording and analyzing their calls, salespeople can identify what works well and what can be improved. It provides an opportunity to adjust their approach and get better with each call.
Once you've started recording your calls, what should you look for? Arndt recommends focusing on the following areas:
By systematically going through these areas in your recorded calls, you can identify patterns and find areas where you can improve. Maybe you notice that you often interrupt the customer, or that you miss important follow-up questions? Or perhaps you discover that your voice sounds uncertain when presenting the price?
Starting to analyze your sales calls can feel overwhelming. Here are some practical tips to get started:
Mikael Arndt emphasizes the importance of constantly developing and learning new things in sales. He recommends dedicating time every day to improving your knowledge:
"Harvard has an old study that students follow. Now it's quite old. But study for half an hour a day and you'll double your sales in six months."
To stay updated, Arndt recommends the following sources:
Another important aspect that Arndt highlights is the importance of passion in sales. He believes that genuine commitment to the customer's success is the key to real success:
"What I live on in sales is my passion. I live on truly burning for the person on the other side to get the absolute best solution. I'm often more passionate about their success than they are themselves."
According to Arndt, this passion manifests itself through speaking with more energy, using bigger hand gestures, and being more engaged in the conversation. It's about truly caring about the customer's results, not just about making a sale.
Finally, Arndt emphasizes the importance of setting clear goals, both personal and professional. He recommends writing down your ten most important life goals every day:
Every day, write down your ten most important goals in life. That's what I think. That's where everything starts. Every day, five minutes. Bring out your ten most important goals and write them down every morning. It's the first thing you do when you wake up.
By doing this, you create a clear direction for your work and life, which in turn can lead to increased motivation and better results in your sales.
Quintupling your sales may sound like an impossible task, but by systematically analyzing and improving your sales calls, continuously learning new things, cultivating your passion for customers' success, and setting clear goals, you can take big steps in the right direction. Start by recording your calls today and take the first step towards a more successful sales career!
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