3 years ago
January 5, 2015

7 Habits of The Best Sales People

Strong sales habits help the best sales people reach the top and continue to succeed.

Rhys Metler

Strong sales habits help the best sales people reach the top and continue to succeed, though it is not always immediately apparent what is different about those habits that creates better results. By analyzing habits that the best sales people share and learning from those examples, other sales people can improve their selling habits and sales managers are better equipped to help their sales teams succeed. You too can learn from the following seven habits of the best sales people.

1. Track Patterns to Drive Sales

The best sales people achieve more sales by analyzing their success and applying learned habits to future sales. One way this is done is by tracking patterns, which involves asking questions like:

  • Why did the prospect buy from me instead of the competition?
  • What is different about this particular prospect? Are there other prospects like that who might be interested?
  • How can I encourage this new customer to help me drive future sales?

2. Find a Process that Works and Repeat It

The best sales people are flexible and adapt to changes rapidly. In fact, many of the best sales people schedule flexibility for the unforeseen to make sure that flexibility is an option. However, although the best sales people anticipate flexibility they are also sure to have a process built around day to day details that guides their selling habits. A step by step process enables a greater degree of predictability in the sales cycle and allows the best sales people to anticipate the time demands of their prospects and customers so that time management is never an issue.

3. Encourage Prospects to Engage and Ask Questions

Many sales people use the time at the end of the meeting or presentation to give prospects an opportunity to discuss topics and questions, but a growing number of the best sales people are finding that allotting this space before the end of the meeting can be a more efficient use of time. Even small changes in habits such as this can increase closing ratios and result in more satisfied customers, which helps the best sales people stay on top.

4. Never Skip a Follow Up Opportunity

Most sales openings do not happen on the first contact, but rather on the second, third, or even fourth contact. This is only possible when a sales person is willing to commit to follow up that interests and ultimately engages the prospect. The best sales people never skip a follow up opportunity because once a lead goes cold it is that much harder to return the lead to the sales cycle.

5. Pay Attention to First Impressions

The best sales people tend to make stellar first impressions because they are intentionally focusing on putting their best foot forward. In this way, the best sales people almost skip the “getting to know me” process and put themselves out front so that the rest of the conversation can be focused on the individual they are meeting. This helps the best sales people stay focused on the goal while gaining the respect and trust of their contacts.

6. Make Your Commitments Count

The best sales people almost never fall short of a commitment, and when a commitment is missed the best sales people are sure to go above in beyond in remedying the situation. Prospects, peers, managers, and other contacts notice this dedication, which reinforces the trust on which the best sales peoples’ relationships are based.

7. Know What You Want

The best sales people always have a purpose because they know what they are aiming to achieve with every action they undertake. Habits like this help the best sales people find a direction and stick to it, which shows in their selling success. Start adopting the habits of the best sales people by defining what you want to achieve with each of your daily tasks – sales success will not be far behind.

Rhys Metler

Rhys is a tenacious, top performing Senior Sales Recruiter with 11+ years of focused experience in the Digital Media, Mobile, Software, Technology and B2B verticals. He has a successful track record of headhunting top performing sales candidates for some of the most exciting brands in North America. He is a Certified Recruitment Specialist (CRS) and has expert experience in prospecting new business, client retention/renewals and managing top performing sales and recruitment teams. Rhys enjoys spending quality time with his wife, son, and two daughters, BBQing on a hot summer day, tropical vacations and cottaging.