Many believe that to be a good seller you must have been born with special features such as being outgoing, charismatic and able to make friends anywhere they arrive. And that to maintain this excellence in the sales job you need to be born on another planet!
Our experience is that things do not work like that. Sales is an area where people, mastering the techniques and knowing the factors that actually help the shopping process go forward, can become great closers business.
Of course, features such as those cited above help speed up the process, but do not disqualify other people who want to succeed in sales.
7 separate practices that separate excellent salesmen regular sellers to help you sell more and deliver more results for your company.
Read more about the 7 practices cited in the infographic above and how to develop them:
Access to information is no longer a thing of the past. Today a person or company before buying something makes a good research on the internet to see what the best solution for your reality. This process causes the Leads come much more prepared and more knowledge to a seller.
It may seem obvious, but the first skill of a good seller is their ability to stay up to date through constant study.
This type of seller has not only knowledge of your product and company, but the industry it serves. He knows what the trends and issues through which it passes, as well as the current events that directly impact its growth.
In addition to the industry, the study of competition keeps updated and, therefore, knows differentiating not only different features or services they offer, but mainly, the value they deliver to the market.
Not enough to know the whole market to make a good sale. A differentiated seller goes on to make a thorough research of the potential client who will attend. After all, personalized service is a prerequisite to deliver value in a sales process.
Before making a first approach , search relevant information about the company helps to identify the moment she is and what she ‘s been through during its history.
In this research, find competitors and identify what they are doing can be very valuable because it helps to see how the market operates, trends, or how far ahead is your remaining potential customer etc.
In addition to the company to be a good seller is necessary to know the profile of the person with whom you will interact, as this is essential for a good preparation. Tools like LinkedIn provide information such as which companies have worked, what activities have and what they are charged, etc. hierarchy
People buy from those they know, trust and like. A vendor that stands out can create a rapport with your prospect. To achieve this, it uses the entire contents researched to have common subject (sports, courses, cities that lived, people in the same network of contacts, etc) with the Lead.
This shows that you have interest in him and his company and help the potential customer to be more open to hearing what you have to say.
Master the knowledge about the company’s Lead and its market shows that the seller has authority on the subject and, consequently, helps to gain his trust.
It is no use all acquired knowledge and empathy generated if the seller does not know listen to your customer.
As I said earlier, access to information makes companies often already know what they need or what are their problems, possible solutions on the market etc. And so, they want to talk to someone who actually understand what they are going through and they can still teach something not yet know.
A salesperson who can not hear does not understand the real needs of the company, repeated information, does not evolve the conversation, you lose important data and offers a solution that the customer does not need.
If you’re talking more than your potential customer for a sale something is wrong.
Stop and consider how you are guiding the conversation and assess what information the Lead can get you (and you still do not know) and ask the right questions!
regular sellers run over the process and already want to show the solution to your prospects. They believe that when they see themselves as your solution works, will open bank accounts and pay on time. Big mistake!
The best salespeople teach your prospects throughout the process. Every step learn how the market is changing, new strategies that can apply in your reality and good practice.
Good seller can teach a lot more than just your solution will address. Those who excel know that by teaching the company to be better, more prepared she is to hire your solution. Not only the confidence gained, but the tips help Leads to “arrumarem home” for this change.
Another point worth mentioning: excellent vendors help companies avoid problems!
An excellent seller helps your prospect to see how will the bright future of the company hire if your solution and also losses which may suffer if they do not do anything!
Every buyer has an aversion to risk. Some less, some more, but all will evaluate carefully any changes that your business may suffer. If you could choose, many companies would be in the same place known as Comfort Zone!
The seller actually knowing how your solution impacts the reality of the company and how other customers with the same reality benefited, can move to the Lead about the future after the implementation .
Usually this future addresses three aspects of the Lead:
The first is connected directly to the personal reality of Lead in the company, their daily lives and their ambitions. A good salesperson will try to understand if your solution will help the Lead to grow professionally in the company, be more productive, become a case study , improve the quality of their work etc.
The second addresses how the processes will become after the implementation of the solution and how it will impact the company’s numbers. What are the competitive advantages the company will gain from this change, how it will differ from the rest of the market etc.
The third is directly linked to the financial return, most of the time. Here, the seller helps the Lead to see how your solution helps to reduce costs, increase sales , customer retention , increase in the average ticket etc.
In the end, leading seller is the one that delivers value to your sales process . Do not get stuck in functionality, but can assess the impacts of the benefits of your solution in the company of their clients.
How would a friend of mine, “the customer does not buy a drill and, yes, the hole”. The seller to show how to deliver what the customer search with the best cost / benefit will lead to sale.
Remember that these practices raised are not definitive and unique to you to become a great salesperson. Use them as a parameter and comparison of how you make your process.
Complex sales involve several factors that will impact on your success or not, many do not even depend on you, but the more “sharp” you are, the more prepared you will be to deal with different negotiations!
To learn more about how to be a good seller, free download the 5th chapter of Revenue Predictable , Aaron Ross and Marylou Tyler, who is considered the Bible of sales in the Silicon Valley.