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.

The Importance of Recording and Analyzing Sales 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.

How to Identify Areas for Improvement

Once you've started recording your calls, what should you look for? Arndt recommends focusing on the following areas:

1. How you ask questions
2. How you present your offer
3. How you handle objections
4. How you close the deal
5. How you sound and listen

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?

Practical Tips for Implementing the Analysis Habit

Starting to analyze your sales calls can feel overwhelming. Here are some practical tips to get started:

1. Start small: Record one call a day to begin with. Analyze it the same day while it's fresh in your memory.
2. Create a checklist: Make a list of the aspects you want to improve and check them off as you listen through the call.
3. Set concrete goals: Decide on a specific area you want to improve each week, for example, asking more open-ended questions.
4. Ask for feedback: Let a colleague or manager listen to your calls and provide constructive criticism.
5. Celebrate progress: Note your improvements and reward yourself when you reach your goals.

The Importance of Continuous Learning

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:

1. Books on sales and business development
2. Podcasts with successful entrepreneurs and salespeople
3. Social media, especially TikTok where you can find short, informative videos from sales experts

Passion as a Driving Force

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.

Set Clear Goals

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.

Summary

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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