Many people wonder what separates a top performing sales person from the rest of the pack. In most cases, it's because they apply a number of best practices
in their daily routine. Here are 17 best practices of top performing sales
people.
1. They set HIGH TARGETS and goals. Top performers don't wait for
their manager to issue an annual or quarterly quota. They set their own goals
which is usually more ambitious than the corporate targets.
2. They
carefully PLAN their quarter, month and week, as well as their daily schedule.
Too many sales people fly by the seat of their pants and only look at the day or
week ahead instead of planning their month and quarter. Look at the big picture.
3. They set OBJECTIVES for every sales call. It is essential to know
exactly what you want to accomplish before you make your call (face-to-face or
telephone).
4. They ASK high-value questions that probe to the heart of
the issue. Sounds simple but most sales people fail at this and ask weak, feeble
questions. Top performers are comfortable asking tough questions that make their
prospect think.
5. They LISTEN carefully to what their prospects &
customers say. You can ask all the questions in the world but if you don't hear
what people tell you won't be able to present the proper solution. Instead of
waiting for your turn to speak listen to your customer.
6. They CLARIFY
the issue when they are unclear what their prospect means. People often say
things that are unclear and most sales people assume they know what their
prospect means. Top performers take the time to fully understand by asking "What
do you mean by that?" of "Can you clarify that for me?"
7. They WAIT TO
PRESENT their product, service, solution or idea until they know exactly what
their prospect's situation is. The majority of sales people jump too quickly
into their 'sales pitch' but top performers are patient and wait for the right
moment.
8. They begin every sales presentation with a brief RECAP of
their understanding of the prospect's situation. Again, a simple concept but one
that is greatly ignored by many sales people. A quick summary of your customers'
situation give you the opportunity to ensure that your presentation addresses
their key issues.
9. They know how to ADAPT their sales presentation if
their prospect's situation has changed. Making changes on-the-fly is challenging
but it is one way to stand out from your competition. Learn how to modify your
presentation when customer's situation has changed from the time you initially
met to the time you are delivering your presentation.
10. They know how
to properly and effectively POSITION their product, service or solution. The
vast majority of sales people fail miserably at this. They talk, talk, talk but
usually end up talking about aspects of their product or solution that have
little or no relevance to their customer's situation.
11. Their sales
presentations FOCUS on the prospect. Most sales presentations focus on the
seller's company, their product, or other trivial information that is of no
interest to the customer.
12. They are PREPARED for potential
objections. Top performers anticipate objections and plan their response before
their sales call.
13. They always establish the NEXT STEPS. Decision
makers are busier than ever which means they are more difficult to connect with.
Avoid losing contact with a prospect by agreeing on the next steps after every
sales call. Do this in face-to-face meetings and telephone calls.
14.
They FOLLOW-UP after the initial call or meeting. Many a sale has been lost
because the sales rep failed to follow up after the initial call. You cannot
rely on your prospect or customer to call you; you need to take this initiative.
Set this up during your call or meeting.
15. They PROSPECT continually
to keep their pipeline full. It's not uncommon for sales reps to experience
peaks and valleys in their sales. This is usually a result of failing to
prospect for new business on a regular basis. Avoid the highs and lows and
schedule time to prospect for new business every week.
16. They deal
with the DECISION-MAKER whenever possible. Dealing with people who have little
or no buying authority is a waste of time. However, many sales people fall into
this trap because it is easier to connect with people other than the decision
maker. And that may be true. However, in the long run, they end wasting their
time because they don't close the deal.
17. They look for ways to KEEP
IN TOUCH with their customers. A sale is not a one-time deal. However, you need
to find ways to keep your name in your customer's mind to prevent a competitor
from squeezing in. Top performers incorporate this into their schedule and make
it a priority.
Incorporate these strategies into your routine and you
will quickly become a top performing sales rep too.
© MMX Kelley
Robertson, All rights reserved.
Kelley Robertson, author of The
Secrets of Power Selling helps sales professionals close more sales with less
effort. Kelley conducts workshops and speaks regularly at sales meetings and
conferences. Receive a FREE copy of 100 Ways to Increase Your Sales by
subscribing to his free newsletter at www.Fearless-
Selling.ca.
Contact him at 905-633-7750 or [email protected].
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