1. Always have goals. Great sales people are always focused on their goals and any truly great sales expert will always be sure to have a short term medium term and long term goals. They regularly monitor their progress against these and aren’t afraid to set new goals that they continually challenge themselves to achieve.
2. Master Motivation. We can all have days where we just can’t seem to get started and lack the drive to do what needs to be done. Great sales people are masters at being able to motivate themselves. They are experts at managing their mental and physical state so that whatever disaster may have befallen them they are able to step up and take action. They understand what drives them and use it to reconnect with their motivational mojo when it flags.
3. Are experts in their field. Successful salespeople know their market, product or service, inside out. It is, quite simply their passion and it shows when they are dealing with customers. They also know that the more they know the better equipped they are to handle any objections or queries from the potential customer.
4. Have great conversations. Sales experts know the value of having great conversations. They also know that the more time they spend at the fact-finding stage of the sales process the less likely they will be to encounter objections. Good salespeople are naturally curious, they are genuinely interested in their potential clients and ask great questions so they can get a full and accurate picture of what the client needs or wants. They don’t rush the customer and take time to recap and check their understanding of what has been said to ensure that can recommend the right solution. Equally importantly they know how to listen and interpret potential buying signals.
5. Understand the psychology. They understand the psychology of buying. Using their knowledge of how and why customers decide to buy they can ensure their sales conversation maps to the customer decision making process every step of way. This can help them effectively build rapport understand customer values and deal with any objections effectively.
6. They practice CANI. American motivational coach Tony Robbins developed espouses the merits of CANI in his seminars and to all his clients. It’s an acronym for Constant and Never ending Improvement and its second nature to successful salespeople. They know that success is a journey, not a destination and are always reviewing what they do and how it could be done better. It can be difficult to review what you do and admit when mistakes have been made but successful sales people know that learning from mistakes is a valuable part of the process and mistakes.
7. They don’t rush through the sale pitch. If like me you have been unfortunate enough to be on the receiving end of a really bad sales pitch you might recognise this. Recently a company trying to sell me a course, which I could then become licensed, to facilitate, contacted me. Having been approached by email first I agreed to a member of the sales team contacting me. He duly called and then proceeded to launch into a well-rehearsed pitch. He spoke quickly and was clearly so focused on just getting to the end I was reminded of a race horse, blinkers on, heading for the finish line determined not to let any distractions get in his way. I found myself getting more and more frustrated as I had a couple of questions to ask and their was no pause in his speech for me to ask them. In short it wasn’t a conversation it was a monologue! He had spent no time building rapport or finding out about my business or me. Needless to say I didn’t end up buying the course.