The best salespeople are always looking for ways to hone their skills, better their art and improve their game. Whether you are just starting out as a salesperson or are looking to up your game, the tips provided herein are essential pillars of becoming a successful salesperson.
1. Bring insight to your clients
This is the number one factor that sets apart the best salespeople from the rest. A good salesperson should strive to bring their clients new ideas and perspectives. Buyers want you to share great ideas with them as well as provide your insight on the subject at hand. The best way to achieve this edge is getting prepared before meeting up with the client. Proper planning almost always prevents poor performance. Taking the time to prepare beforehand will help you meet challenges head-on and inspire customers to buy.
2. Prompt follow-up
This is another crucial aspect to take into consideration when trying to become a better salesperson. Whenever you are meeting up with clients, make sure to always register the conversation to ensure you follow-up promptly and on time. When a salesperson forgets to follow up on a discussion, the customer tends to feel like they are not valued or important as a customer or prospect. And while even the best salesperson can forget, especially with the hustle and bustle and everyday life, the best way to prevent this is by registering follow-ups in your diary.
3. Know your product
The majority of top-performing salespeople know the products they are selling inside and out. This allows them to give clients detailed help and recommendations. Having in-depth product knowledge means that you can answer any question thrown your way, offer consultation that will lead to opportunities and devise creative solutions to customer problems. As buyers become better at doing their research, extensive product knowledge will go a long way in helping you maintain your unique edge and value.
4. Enthusiasm sells
No one likes dealing with people who are dull, uninspiring or unmotivated. If you speak in a monotone fashion, sound uninteresting and show little or no motivation, there is a slim chance that you will make sales. One crucial aspect of being a good salesperson is being upbeat and enthusiastic about what you are selling. Normally, you are the first contact the prospects make with your organization. So, in essence, you are the business. It is, therefore, important that you make sure your interactions are positive and you always put a sincere smile on your face. A smile transmits positive energy.
5. Learn to disqualify prospects who are not a good fit
Just because someone can buy doesn’t mean that you have to invest your time trying to get them to buy. As a matter of fact, about 50% of all your prospects are not a good fit. The best salespeople disqualify this 50% at the get-go as part of their strategy. This way, they do not have to waste any more of their time going in circles and on dead ends.
Despite the fact that most salespeople spend their time trying to sell to everyone, being a better salesperson means reserving your time for qualified prospects. To help you know which prospects are worth pursuing, get in the habit of asking qualifying questions early before you get deep into the sales process. Make disqualification a key aspect of your sales strategy and see yourself soar.
6. Always prioritize big sales
About 28% of salespeople measure their success by the number of deals they are able to close at the end of the day. This, unfortunately, is an ill-advised approach. Why? This is because more sales do not necessarily mean good sales. In fact, the average salesperson closes deals as frequently as an exceptional salesperson. The only difference between the two reps is the size of the sales they make.
Focusing your time on bigger rather than frequent sales should be at the core of your sales strategy. As you master the art of being a better salesperson, you should learn to worry less about the number of sales you make and start chasing better opportunities with the aim of making bigger deals.
7. Adopt a measurable and repeatable sales process
Finally, low performing sales people let instinct guide them, whereas high performing reps use a strategy that is optimized to move qualified prospects from the moment they get in touch to close. Low performing sales people let the deals slip through their funnel. High performing sales reps know the status of every lead in their sales pipeline, what actions they should take and when to do it. Low performing reps do not analyze their results, probably because they don't keep track. High performing reps take the time to review their results and adjust where necessary. For you to be an extraordinary sales person, you need to adopt a consistent strategy.