As a sales coach for Nexstar Network, I spend most of my time consulting with sales leaders in our industry. On any given day, hopping from one member call to the next, I’m inspired by their approach. 

What’s required for salespeople to succeed is curiosity and intention to perfect the process, an openness to tap into the expertise of others, being receptive to share training techniques, and perseverance to put their proven tools to good work on their journey to continuous improvement. I’ve gathered a few key takeaways related to how exactly you can implement the best sales strategies: 

1. It all starts in the mind

Before you do anything, you have to figure out what winning looks like for your team, your customer, and your company. For most of us to declare something a “win,” it needs to be a win for the customer, a win for the company, and a win for the team members involved. Ideally, “win-win-win” is a core value for your business and your team. Viewing sales success through this multifaceted lens should drive all of your business decisions. 

It’s essential, too, to take time to define and appreciate as a team what a “win” looks like from each vantage point. I encourage sales teams to have ongoing, candid conversations around these shared achievements both on a professional and personal level. To be crystal clear, I’m not talking about huge wins here. It’s crucial to learn how to first identify the small wins and then build upon them. 

Another key learning element – one I coach every day – is to avoid viewing losses as purely negative; look at losses as lessons. Some losses are inevitable, and when you and your team face defeat, take a moment to reflect together and identify what happened. Then, it’s time to ask some hard questions. Why did we miss that sale? What was the turning point when things started to fall apart?  How can you improve next time? When you understand the distinct link between a loss and a lesson, you learn from your mistakes, and you automatically begin to refine your best sales strategies. These failures are fruitful for growth. And while they are frustrating, I challenge you to pause with your team and turn those lemons into lemonade.  

2. A good product is key 

The second step links directly to the quality and value of the product or service you’re selling. It turns out that people will spend money on things that they need, but they’ll spend even more money on things that they want. And if you have a great product? People will buy it. 

It’s a known fact that well-made products win customers over time and again. Think about Apple, Samsung, Toyota, and Nvidia – these companies are leaders in their respective categories, and that’s why they have invested in the front end to achieve a stellar reputation built on customer loyalty. Sure, flashy marketing campaigns add interest. However, it’s not about the glitz or the status symbols utilizing said products; it really comes down to those delighted day-to-day customers who expect excellence from a brand. Then, they become repeat buyers, they tell their friends, they leave a review – or all of the above. This customer loyalty and word-of-mouth influence is invaluable.

3. You must have the right process 

Your sales process is critical in helping secure that coveted win-win-win. How many times have you heard that familiar line: “Follow the process”? When you do – and you see how you and your team, your company and your customers are consistently winning together – it means you have a suitable sales process in place. 

Consider Amazon: Their convenient sales process is, by far, one of the best and most effective in today’s vast landscape of e-commerce offerings, allowing customers to go from shopping cart to doorstep with a few quick taps on the app. Their team has cracked the code when it comes to streamlining the shopping experience – from selecting product options to ease of purchasing to hassle-free returns. Most of us who turn to Amazon know the process works incredibly well – in fact, it’s almost too convenient! And that’s why Amazon has scaled into the giant company it is today. 

The key takeaway here: Putting in the work to refine your sales process is worth your time, energy and resources. If your sales processes are clearly defined, simplified, and replicable by your team members and deliver a seamless customer experience, sit back and watch your sales skyrocket. 

4. Have a heart to serve 

A winning sales strategy is much more than making more money and earning that bonus. Real success happens when you enhance an individual’s life with your offering and with your service. Do this consistently and at a high level, and money will never be an issue. Having a heart for serving and supporting others will serve you better than having a good quarter or a record sales month or a banner year. 

A heart-led, servant-leader mindset will guide you and your sales team throughout your careers, and I guarantee it will shine through every interaction you engage in. If you genuinely want to serve others, it will show, and the money will follow. 

Jerome Johnson is a Sales Coach with Nexstar Network and has more than 10 years of sales and HVAC installation experience in both residential and commercial areas of the industry. He has a passion for meeting people and helping them get to where they need to be. Contact Jerome at JeromeJ@NexstarNetwork.com.