An ordinary salesperson struggles to reach his goals.
An extraordinary salesperson will live and breathe your product, double or triple the goals, and will set a new bar for your team.
Which salesperson do you want on your team, Sales Manager?
Have you noticed, that in every company, on every sales team, there’s that one or 2, or maybe 3, who are always leading? They consistently sell more.
Kind of annoying for the others on their team, as they all sell the same product, yet the top salespeople always stand out with their WOW results.
Here are a few elements that can be found in those stars.
1. They love their job. Their job is a big part of their life. They deeply connect with the product and the company, it almost defines them. They’ll speak about it in every opportunity they have, on every occasion, with pride and passion.
2. They are always on it.
At the office or outside of it – the stars are always ready for action. They are on time – for calls, demos, meetings with customers. They know their leads, recognize them, and of course – their pitch is sharp and accurate for anyone that comes along.
They give excellent service and respond quickly.
This is especially important when the salesperson is, for example, in Israel, like myself, selling to the international market. Time difference should make no difference.
3. They care.
A sale is never about you. It’s all about the customer.
The stars won’t pressure prospects into buying, and won’t make them feel guilty for not buying.
Why? Because they understand that it’s not the customer’s job to win them that deal or help them reach their quota.
Great salespeople first build their relationships, wisely, with care.
They take the time to get to know who’s in front of them – what the customer’s personal and company goals are, what his REAL problem is, what they can do for the customer, how to communicate with him.
4. They are clear.
With value, with examples, they show their customer they understand his problem and offer the right solution FOR THE CUSTOMER. They won’t recite the features like a machine – as they are not all relevant for that specific lead.
5. They are on the customer’s side.
Is your solution – the customer’s solution? If the answer is yes – bingo! You’re in.
This is just your foot in the door though.
The stars will provide excellent service, be available for clients, answer their questions, generously provide them with relevant information, move things inside the company to solve whatever issues they have. They go the extra mile. Wouldn’t you want the same to be done for you?
6. They seize opportunities.
For the stars, there are no problems – only opportunities. An opportunity to show the customer how important he is to them, and that they’d go above and beyond for him.
The stars want to win the sale – and they never miss an opportunity.
7. They manage their sales cycle and sales funnel.
We are people selling to people. This is the heart of the business.
This does not mean we can afford to be unorganized, or god forbid – lazy.
Every great salesperson adopts or develops his own methodology, or he’ll be all over the place.
8. You see the results of their learning curve.
It’s no secret that many top salespeople have a big ego. Their attitude serves them well when they use it in the right way. However, the stars will own their mistakes and learn from them. They won’t blame others for not winning a deal. They have high self-awareness, and will take a deep look into themselves, acknowledge where they were wrong, take responsibility and will do their best to avoid that mistake in the future.
9. TRUST. TRUST. TRUST.
We MUST create a strong foundation of trust with our leads.
Would you buy from someone you don’t feel is on your side, is not knowledgeable, is not on top of things, who does not believe in the product, who is selling just to reach a quota? I wouldn’t.
There’s much more to be said about TRUST. This is an appetizer 🙂
Great salespeople, in a way, should not be in sales for the money. What?? Yes.
Of course we want a great pay for our hard work. Who doesn’t?
Newsflash: Sales is hard work. Long hours, lots of patience, being your best self even when your day is all wrong.
If you are in sales – you are there for the energy, passion, meeting new people and businesses, finding perfect product-customer matches, selling a product you are proud of, and sure: feeling this great ecstasy with every sale.
This, to me, is a great salesperson.
Happy Selling!! Does this phrase make more sense to you now?