What is it, exactly, that makes an effective salesperson, effective? Is it a natural ability to build rapport? Perhaps it’s never taking “no” for an answer? Or maybe it’s an infectious personality? Well, whilst these factors can certainly help within the world of sales, the truth is that behind every effective sales person, and beyond a person’s personality and skill set, there lies seven crucial factors that influence their successes. And whatever your industry and regardless of how fierce the competition is, following any of these seven points will soon mean that each and every individual within your team will shortly be smashing targets and exceeding all of your expectations.
Build a Lead Generation Process that is both measurable and repeatable
Building a sales funnel that regulates leads and builds a consist income may be considered a process of trial and error; at the most basic level this is very much all about time scheduling, splitting tasks down and, most importantly of all, measuring the successes that are seen from these tasks in an effort to continually improve.
SellPersonal pro tip: Harnessing what your data tells you from measuring your successes from certain routines is essential if you or your team aim to continually increase sales funnels. What’s more it’s important to be aware of sales schedules that are too set and not benefiting from experimenting with differing times (so if your team cold calls or prospects in the afternoons, switch this to the mornings to see whether responses improve, or more contacts are available).
Know your product and know how you’re different form each of your competitors
Knowing your product inside-out and back to front is the very building block of sales, however the defining difference between this and making the sale over and above your competitors is appreciating how you are different, and therefore indispensable, to your target market.
SellPersonal pro tip: Every sales person is met with a “No,” and most likely hears this numerous times a day. So begin a record of all of the reasons behind the “No” and undertake training to craft your sales team’s responses.
Build Truly Personal Relationships
Beyond a killer quote or industry leading product is one important element: a person.
Consumers simply don’t buy from companies, they buy from people. Be sure to always value the importance of building personal relationships through taking the time to get to know your contact beyond the boardroom.
SellPersonal pro tip: Ensure that you and your team are personal in unique ways, such as sending a Birthday card to your contact at a company.
Always Think from the Customer’s POV
Empathy. It’s a must have trait if you’re to appreciate the point of view of the customer (which, after all and in the world of sales, is all that matters). So ask about why your potential customer is meeting you with a no and explore and probe with open ended questions the real world issues that they face, and that your product or service aims to resolve.
SellPersonal pro tip: Sales training that incorporates role play can help nurture a team’s empathy with their client as they literally put themselves in their prospect’s shoes.
Listening is essential if you’re to benefit from all that questioning, querying and probing… so listen well and pay attention to every, single, word.
SellPersonal pro tip: When presenting any product or service benefits to a client always ask for feedback between every two benefits, and listen in for cues as to what may or may not be useful in finally converting that prospect.
Believe in What You Sell
If you don’t believe in what you sell, then neither will your prospects. So establish the genuine reasons as why your product or service is truly beneficial. And continually remind yourself of these.
SellPersonal pro tip (for business owners): Passion begins at the top, and if your c-suite aren’t getting giddy over your latest product, then the chances are that this is trickling down throughout the management layers. So take the time for continual and motivational product knowledge development.
Following up: the previous six points matter little if you fail to do so, and rescheduling and adapting to prospects that can’t be contacted at certain times, or via certain methods, should always be met with an eventual change in tack.
SellPersonal pro tip: Automating follow up reminders for quotes, emails or calls ensures that you don’t forget about that essential quote follow up even on the busiest of midweek afternoons. So get onto that Google Calendar or other similar tool, and never forget a call or email follow up again.