Lots of people can be good sales people, but there are some sales people that are great. They’re the ones that excel beyond everyone else in the office, the record setters, the superstars. What is it that sets the most accomplished sales professional apart from everyone else?
Accomplished sales professionals begin every day with a plan. An objective they plan on achieving before the day ends. How much business they plan on doing. How many people they’ll need to talk to in order to meet that objective. Plans for maintaining their attitude if they hit rough patches through the day.
The strategy for the day isn’t something they casually thought about on the way to work, it is a plan set out in advance, part of long term and short terms goals they have written down and to which they hold themselves accountable.
Accomplished sales people are outstanding connectors. Introverted or extroverted, it doesn’t matter. They realize the person they’re speaking to is currently the most important person in their universe. They know how to listen to that person and they know how to approach a conversation. They are adept at creating trusting relationships. Their interactions are sincere. They’re not put on in order to create a sale. They believe in what they’re doing, and they believe in their products. Rather than speaking at, they speak with. The person they’re speaking to reacts accordingly and participates in a discussion.
It’s impossible to build rapport or relationships or find out what makes the person in front of you tick without listening. Successful salespeople don’t just listen for the specific answer to a specific question, but listen to the way the other person speaks and what else they say. Then they use what they’ve heard to make the next question more specific. That way once they are ready to speak, instead of talking in generalities and hoping to catch a potential customer’s interest, they can zero in on exactly what they already know is going to capture the person’s imagination.
Excellent Problem Solvers
Successful sales people don’t try and sell products, they explain how what they’re offering can make things better, more interesting, easier, more economical for the person they’re speaking to. They offer solutions.
So many sales people know what they want to accomplish. They’ve mastered the art of listening and rapport. They know exactly how their products can make life better for their customers, but when it comes time to finish the deal everything falls apart. They somehow believe that everything they’ve already done is automatically going to encourage the person to finish the deal on their own. That might happen sometimes, but certainly not most of the time. The most accomplished sales professionals are adept closers.