What makes a good salesperson? How do some sales reps become real sharks for deals where some fail to deliver results? What is it that separates the great from the good, the good from the average and so on. Sales is not easy and it will never be a walk in the park. You have to have guts and a quick head but even the best of preparations will never guarantee you a spot in the top league.
Here’s some stuff I find important when talking about sales.
Understand your customer and their business.
Knowing what your customer is about is key when attempting to do business with them. The only way to understand your customer is to work with them. Ask the right questions, listen and learn. Figure out what are the challenges for them and find a way to help them with those challenges. Do what ever it takes to get the foundation right because you probably only get one shot at this.
It is likely that no customers will walk through your front door. It is your job to go to them and make it happen. Sales in not easy. It isn’t for everyone. There will be times when closing a deal feels impossible. However, these times are when the winners are separated from the not so successful. Don’t give up. Challenge yourself. Go the extra mile and get out of your comfort zone. You might have to pull some strings but in the end it will pay off. Make it your goal to learn something new each day and truly believe in yourself and in what you are doing. Doubt will show, and your customers will see it immediately, killing your deals.
Understand your numbers. Doing the right thing in the right place is key to getting your hit rate high. You might have to call 100 cold calls for every 10 meetings and from 10 meetings you might make one deal. Knowing your numbers will help you look at your sales activities and figure out where you must improve yourself. Be hungry for your sales and get your activities high. However, keep in mind what your business is about and don’t just make cold calls for the sake of cold calls. Rather, at the end of the day, concentrate on delivering.
And last, Always Be Closing. Yes I know, it is a cliché but it is more than true. Being successful in sales calls for being active.