The difference between a good salesperson and a great salesperson isn't just a luck. Decades of sales processes have yielded the best practices, and great salespeople apply some of them. We will present you with 14 of them.
The fundamental behavior that differentiates a good and a great salesperson isn’t difficult, nor it depends nowadays on years of work experience, but it relates to the small actions that have a great impact on sales success.
Great salespeople tips:
They are thorough
- Gr
eat salespeople are experts in what they're selling. In the eyes of customers their knowledge makes them more reputable.
They ask for recommendations
- On
e of the main reasons that salespeople don't get recommendations is that they don't ask for them.
Quality of opportunities is just as important as their quantity, so it's natural that recommendations lead to better conversion rates.
They are actively listening
- If
you hear what people say, you will be able to present them the best solution. Great salespeople don't just wait for their turn to speak, they listen to their customers carefully.
Their calls have objectives
- Befo
re you make a call, it's important to know exactly what you want to accomplish. Great salespeople know that the objective of every call and objective of other interactions is one of the most important agendas.
They anticipate objections
- Great
salespeople are prepared for potential objections. They plan their responses before they make a call.
They don’t take changes, but rather reach out to potential clients directly
- Great
salespeople are getting in front of the customer and build a strong relationship.
Their goals and targets are high
- Grea
t salespeople are very ambitious and they don't wait for the manager to set their quota. They set their goals by themselves, and often these goals are more ambitious than the usual targets.
They take time to find out why customers stop doing business with them
- Great
salespeople know that it's inevitable that some customers would stop doing business with them. They would try to find out reasons why and then take actions to prevent them to leave in the future.
They are patient
Great salespeople wait to present their product, solution, or service until they know what their prospect’s situation is. They wait for the right moment.
They are data-driven
- Great sa
lespeople are more likely to use analytics as part of their prospecting. Analytics tools are of the great value in great salespeople strategies.
They follow the sales process
- Great sal
espeople must have an optimal sales process – that should be the process that has proven itself over time and is reproducible.
They set achievable goals
- Great sal
espeople always set high but REALISTIC goals. Unachievable goals are more discouraging, and they can destroy salespeople motivation.
They know when to move on
- Great sales
people are respectful of people's time but they define who is worthy of their time. For them, it's important to determine who is worthy of hard effort and to know when it's time to move on.
They are committed
- Great salesp
eople are hungry for success, and they go toward their goals. They work hard, they prepare ahead of time, and they look for potential customers wherever they go.
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Sources:
https://www.zenbusiness.com/blog/salespeople-best-practices/