If you want to achieve outrageous sales success, make the following habits an integral part of your interactions.
You didn’t get into sales because you wanted a career marked by mediocrity. You chose a career in sales because you wanted to achieve sales success, to meet your career goals, and to make something of yourself. These are all achievable goals if you work hard and perfect your craft, but if you want to achieve outrageous sales success, make the following habits an integral part of your interactions.
Want to shock and impress potential clients? Don’t talk about yourself, your products, or your services.
Then how are you supposed to sell anything? Think about it this way: if you call someone up on the phone, introduce yourself, talk about your products, and then deliver a carefully constructed sales pitch, you don’t have any idea if what you’re offering is of any use to the prospect. Instead of building a relationship and understanding what problems you might be able to solve, you just wasted several minutes of your own time and your prospect’s time. That’s no way to create a good first impression.
You can significantly increase your chances of sales success by listening. Yes, you should introduce yourself and state the purpose of your phone call, but then ask questions and listen well. The better you are at listening, the more sales success you’ll find.
People find themselves fascinating, and if you develop a keen interest in your prospects, they will be much more open to you and what you have to say. Don’t feign your interest in people; make it genuine. Ask questions without any hidden agendas. You simply want to get to know them and understand their challenges so you can help solve them.
Find out what they’re currently using and ask how that’s going. Are they happy with the products and services they use? If they’re not completely happy, find out why. Is it too expensive? Too inflexible? Too cumbersome? Too slow? Don’t ask questions just for the sake of asking questions. Make your questions count. Every bit of information you learn about your prospects challenges helps you to formulate a powerful solution.
Have you ever heard a colleague “switch into sales mode”? Suddenly they’re talking in clichés and using exaggerated speech patterns. This is unappealing and will not lead you to sales success.
Speak with your prospects and clients just as you speak to your family and friends. Treat them respectfully, and use your everyday, pleasant, down-to-earth conversational skills that help you to be successful in other areas of your life.
You have some amazing products and services to sell, so it can be difficult to be patient and listen as you ask questions of your prospects, but do be patient. Don’t start talking about what you have to offer until after you know the person you’re talking to and understand exactly what they’re looking for. If you can do this, your sales success will increase overnight. It sounds simple, and it is. But that doesn’t mean it’s easy.
In addition to being patient as you listen, once you begin talking, refrain from rambling on and on about everything your products and services can do for a person. You’ll find much more sales success if you carefully handpick a few key features that will best help your prospect’s particular situation.
If you have listened well and crafted an irresistible solution to your prospect’s problems, you don’t need to come up with a clever closing. All you need to do is invite your prospect to take some kind of action. Put the ball in their court, and remind them that you’re there to help. They’ll see in you a helpful partner, and you’ll find increased sales success.
Incorporate these habits into your work, and you’ll achieve outrageous sales success.
Claire is a Western University graduate with a background in recruiting, sales and customer service. As a Recruitment Consultant, her goals are to place the best people in the right roles resulting in satisfaction for both the candidate and client.