Key Tips On Being Successful At Sales
For years there have been sales influencers from Jeffrey Gitomer to Grant Cardone who have written books on sales. Many of which I have read and value. What I truly appreciate about selling is, there is no one way to sell. Over the years I have tested and applied many strategies. Everything works, but not everything works for you. You have to understand yourself and what works to help you become successful. But if you are a sales leader and develop sales floors, you have to be able to duplicate successful salespeople. This is where experience, talent and understanding are the main components to building your sales force. I have built teams of over 200 sales professionals throughout my career and want to share what I feel are the driving factors of my success.
You Are Selling Yourself- First and foremost you are selling yourself. It does not matter the service or product you are selling. If whoever you’re selling to doesn’t like you, they are not going to listen to you. It is a must you present yourself well. Be the salesperson you would buy from. Always ask yourself, would you buy from you.
Deliver Value- The product or service you are selling has to deliver value. It does not matter how good you are, if your product is crap you will not be successful. Pay attention to what motivates your prospect and address that in your presentation.
Listen- You have to listen more than you speak. Without knowing what your prospect needs, it is impossible to sell them what you have. Pay attention from the beginning and understand how to present to them.
Deploy Empathy- You must deploy empathy and understanding. When you understand your prospect and how they feel, you will know what and how to sell them. Keep in mind it’s not about what you want. It’s always about what they want.
Something I call the 3’s
Confidence Conviction Charisma
Positivity Patience Perseverance
These attributes help you become resilient throughout the sales cycle. Not only will you become resilient, you will become consistent. Being consistent in anything we do will allow us to be more confident. Nobody will buy from you if you sound unsure during your presentation. I always tell my salespeople “It’s not always what you say, it’s how you say it”.
At the end of the day, the key to selling successfully is to always be thinking about the customer you are selling to. Make your presentation about their needs and the problem you solve for them.