12 Best Practices for Salespeople
1. Invest in Prospecting
The foundation of being an effective sales person is to only sell to people that have the need, willingness, and resources to purchase what you are selling. This means that you will spend the majority of your time scanning the environment for the right people, and relatively little time selling to them. Learn how we can help you find the right prospects.
2. Coach don’t Sell
Once you have identified the right prospect, your role switches from prospecting to coaching them through the decision. People are often reluctant to make decisions, but if they have the need, willingness, and resources for your solution it is your responsibility to coach them through the buying process. However, if they don’t have the need for your solution, help them find the solution that is right for them, don’t push your solution just to get a commission.
3. Sell don’t procrastinate
People are talking to you because they want to purchase what you have to sell. Do not delay the sale by continuing to offer facts about your product, if someone wants to purchase you need to close as quickly as possible. In this situation, you don’t need to hard sell, you have to make purchasing enjoyable — the people sitting across from you want to buy something.
4. Rehearse, Present, Adjust
Your sales presentation is a very complex performance, and you need to know it well enough to quickly adjust depending on who you are presenting to. The best salespeople treat their sales presentation similar to a theatrical performance. They write down their best lines and stories, they remember how people react to each line and story, and then they practice over and over. They practice until they are able to present and spend their energy reading and listening to their audience.
5. Get the Meeting
The key to effective cold calling is to get the meeting. Do not try to sell someone over the phone, just get them to commit to a face-to-face meeting either in person or over video. Once you are face-to-face it will no longer be a cold call!
6. Read and React
Read and match your clients faces and body language. This helps set the tone of the meeting and build confidence. If your client is really analytical, you don’t want to sell with too much emotion. And know when to end the call — if they look bored, uninterested or turned off — change your message or end your presentation.
7. Confidence and Enthusiasm
First if you aren’t confident and enthused by what you are selling then you might want to think about why you are selling that product. People will match your level of confidence and enthusiasm one level below you. In order for people to be confident and excited about your product, you need to be more confident and excited about your product.
8. Know what you are selling
Knowing what you are selling helps clients trust you as the expert, helps you make promises you can keep, and helps speed up the sales process. Truly great salespeople are masters of the sales process and what they are selling.
9. Follow a System
You need to develop a sales system. There are a variety of different systems available such as, Sandler Training, but the key is to have a system. By developing and using a system you will be able to rely on your system, instead of your emotions, charisma, mojo, or social connections. You reap what you sow: The relationships that you build today will pay off in several months or years.
10. Always Carry Business Cards
Always carry your business card, because you never know when or where you will meet someone. When you meet someone for the first time, your business card allows you to immediately establish your brand, and your ability to build a relationship with that person. Once you have given someone your card, always ask for theirs in return. It shows genuine interest and it puts you —the most likely to follow-up — in charge of following up.
11. Don’t Assume a Sales Lag
Most salespeople talk about their “sales lag” as something they have no control over. However, great sales people do not assume a sales lag. Instead they see it as a result of not having the right mix of marketing, pricing, sales-process, and leads; and they are continually adjusting this mix to reduce their sales lag.
12. Silence is the Best Close
The best salespeople know that being silent after asking for a decision is the best close, and they aren’t afraid of waiting for the client to make a decision. It can be uncomfortable for the salesperson, but it provides the client time to think through the decision.
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