Some salespeople struggle to meet their targets. Others are able to do so consistently and are pleased with their ability to close deals often.
Then there are the A-grade salespeople. These don’t just hit their customer acquisition quotas; they surpass their mark by wide margins and do so very frequently– enough times for them to be considered absolute experts at it.
If you’d like to become a world-class salesperson, here are ten things you can do to achieve that height.
Learn From Top Salespeople
The journey to legendary status begins with learning at the feet of those who have gone before. Learn from the very best in the business, whether they’re the leading salespeople at your firm or global figures who have published articles, books, and podcasts about selling. Study them, consume their material voraciously, and try to implement what you’ve learned from them.
Understand Your Buyer’s Persona
You can’t consistently strike the bull’s eye with sales if you don’t really know who you’re selling to. Study your customers, and come up with a description of the ‘average person’ who wants to buy the kind of products you offer. Understand what their needs are, and how your product can solve their problem. Having a deep grasp of these things will enable you to tailor your pitch and communication with prospects in ways that’ll land you more deals.
Make Selling Personal
This follows from defining your buyer’s persona and zeroes in on the person or organization that you’re persuading to become a client. It’s not enough to be able to fit your prospects into a general demographic. Try to understand them at the level of the individual. And when you pitch your product, frequently make it about them (the prospect) and their needs, instead of emphasizing your product’s features.
Have A Deep Knowledge Of Your Product
This lies on the other side of the selling equation. If you’re going to offer your product to anyone, you’d have to thoroughly understand it. Deep knowledge of your offering will enable you to decide how it could solve your client’s problem. This in turn makes it easier for you to sell it the right way and close more deals (assuming that you also understand your client and their need).
Sharpen Your Relational Skills
Selling turns on communication and relationship-building skills. You’ll need to have both of these in abundance if you’re going to become a world-class salesperson. So, master the art of small talk, ice breakers, pitching and sustaining discussions. Thankfully, relational skills can be learned and sharpened through practice.
Make Honesty Your Policy
It’s often assumed that salespeople have to produce embellished accounts of their product’s potency in order to get more clients on board. But this approach can be counter-productive. Instead, aim to overdeliver on your promises. When you gain a reputation for honesty, you’ll attract more potential buyers in the medium-to-long term.
Follow Up on Your Prospects
Many of your potential clients won’t show that they’re interested in your offering the first time asking. But this doesn’t mean you should give up on them right away. Follow them up with another email a few days later if they don’t take you up on the first one. It could be that they were too busy with other things at the first instance, or didn’t see your email. Just try not to come off as too pushy in your emails.
Hunt For Referrals
If your customers are pleased with your products or services, ask them to refer other people or businesses to you. Word of mouth can be a powerful way of securing more leads, so make sure you’re always requesting that your satisfied clients send more traffic your way.
Don’t Waste Time On Dead-Ends
Some deals just won’t come through. Learn how long it takes for you to close deals on average, and use that timeframe as a yardstick for deciding whether or not to sustain contacts and negotiations over a sale. If a deal lingers for too long, you may have to terminate it and move on to something else. After all, time is of the essence.
Quickly Move On From Rejection
You won’t always clinch deals. Some will fall through, despite your best efforts. Regardless of how morale-sapping these instances could be, you should learn from them, pick yourself up, and chase down new opportunities. Doing this will let you make up for lost time and cover up failures with more successes down the road.
It takes a lot of learning and practice to become a brilliant salesperson. Hopefully, the tips we’ve talked about here will help you on your journey to reaching the pinnacle of the sales business.Featured Image Source: Hubspot Blog
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