marketing & sales: 17 Musts for Top Sales Performers
Many people wonder what separates top-performing salespeople from the rest of the pack. In most cases, it's because they apply a number of best practices in their daily routines. Here are 17 best practices of top-performing salespeople.
1. They set high targets and goals. Top performers don't wait for their managers to issue quotas. 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 schedules. Too many salespeople fly by the seat of their pants and only look at the day or week ahead. 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.
4. They ask high-value questions that get to the heart of the issue. Sounds simple, but most salespeople fail by asking weak, feeble questions.
5. They listen carefully to what their prospects and customers say. You can ask all the questions in the world but if you don't hear what people tell you, then you won't be able to present a proper solution.
6. They clarify the issue when they are unclear about what their prospects mean. People are often inarticulate and most salespeople assume they know what their prospects are attempting to say. Top performers take the time to understand by asking.
7. They wait to present their product, service, solution or idea until they know about their prospects' situations. 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.
9. They know how to adapt their sales presentations 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 a customer's situation has changed from the time you initially met to the time you are delivering your presentation.