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.
10. They know how to properly and effectively position their product, service or solution. The vast majority of salespeople talk incessantly, but usually end up blathering on 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, 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 ahead.
13. They always establish the next steps. Decision makers are busier than ever, so they are more difficult to connect with. Avoid losing contact 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. You cannot rely on your prospect or customer to call you; you need to take the initiative.
15. They prospect continually to keep a full pipeline. Sales reps will experience peaks and valleys in their sales. This is usually a result of failing to prospect for new business on a regular basis. Schedule time to prospect for new business every week.
16. They deal with the decision-maker whenever possible. Don't waste your time with people who have little or no buying authority. Many salespeople fall into this trap because it is easier to connect with these people. But, in the long run, they don't close the deal.
17. They stay in touch with customers. A sale is not a one-time deal. Find ways to keep your name in customers' minds to keep competitors at bay.
By Kelley Robertson
© MMXI Kelley Robertson, All rights reserved.
Do you know what sales blunders are costing you money? Increase your sales with a free audio program, Sales Blunders That Cost You Money and two other sales-boosting resources by subscribing to Robertson's newsletter at www.fearless-selling.ca. Robertson helps people master their sales conversations so they can win more business and increase their sales. He does this by conducting sales training workshops and delivering keynote speeches at conferences, sales meetings and other events. To book Robertson for your next event, call (905) 633-7750 or e-mail Kelley@RobertsonTrainingGroup.com.
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