SALES TIP OF THE MONTH: 5 Quick Tasks Brokers Should Do Every Week

In his March 9 BenefitsPro.com article, Kevin Trokey points out that we are always looking for new ideas, but often we haven’t put the basic ideas into practice. What drives our success, he notes, isn’t rocket science; it’s simply about consistent execution of the obvious.

Here’s Trokey’s 5 Quick Reminders of some of those basic ideas and the best practices (Quick Actions) he recommends that brokers need to implement every week.

Quick reminder 1: Schedule your time

In sales, there are two basic goals: to keep the clients we have and to get the ones we don’t. This means we have two types of work: sales work and service work. And to predictably achieve both goals, we have to schedule (yes, on the calendar) time for both.

Quick action Block out an appropriate number of hours on your calendar this week for prospecting/sales activities.

Quick reminder 2: Identify client needs

Prospects and clients aren’t different people who value different things; they are the same people who value the same things. You’re simply meeting them at different stages of a relationship. Prospects/clients value having their needs met.

Quick action — At some point this week, have a conversation with your team about what those client needs are and how you are able to address those needs.

Quick reminder 3: Know your value proposition

Your value proposition answers the question of what your clients get as a result of working with you. The value proposition must be extremely clear to everyone on your team and be discussed

on a regular basis. If not, you will never be able to deliver on it successfully.

Quick action Ask each member of your team what they believe to be your value proposition.

Quick reminder 4: Build an online presence

In today’s online world, buyers are somewhere between 60 percent and 90 percent of the way to a buying decision before they meet with a salesperson. What they learn about that salesperson during their online research will largely influence whether or not a face-to-face meeting ever takes place. Yes, it takes time and consistent effort to truly build an online brand, but this week is your next best opportunity to get started and/or take that next step.

Quick action On your social medium of choice, find an article to share, comment on an article, or share an original idea of your own.

Quick reminder 5: Focus on the most important

We all know what we need to do to be more successful; the struggle is in the execution, in taking that first step. However, once we break through with the first step, the next becomes easier, and the one after that even easier.

Quick action Write down the one most important thing you need to accomplish. Now, write down the absolute simplest first step to move you forward and put it on your calendar.

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