Find out what skills every good salesperson needs to develop to be more successful in negotiations
Many believe that to be a good salesperson of Sky Marketing you need to be born with special characteristics, such as being outgoing, charismatic and able to make friends wherever you go. And that, to maintain this excellence in sales work, you must have been born on another planet!
Our experience is that things don’t work that way. If you want to do sales like the sales team of Blue World City you need to understand that sales is an area in which people, mastering the techniques and knowing the factors that help the purchasing process move forward, can become excellent business closures.
Of course, features like the ones mentioned above help the process to speed up, but they don’t disqualify other people who want to be successful in sales.
How to be a good salesperson? 7 practices that successful sellers adopt on a daily basis
Below are 7 practices that separate great sellers from regular sellers to help you sell more and deliver more results for your business. In the infographic below, you can see a summary of these habits and then more details about each item.
1. Seek continuous learning
Access to information is no longer a thing of the past. Today, before buying any product or service, consumers do a good research on the internet to see what the best solution for their needs is. This process makes the Leads arrive much more prepared and with more knowledge to a salesperson.
It may seem obvious, but the first skill of a good salesperson is their ability to stay current through constant study.
A good salesperson possesses not only knowledge of their product and company, but of the industry they serve. He knows what trends and issues she is experiencing, as well as current events that directly impact her growth.
In addition to the industry, it keeps the study of the competition up to date and, as a result, knows how to differentiate not only the features or services it offers, but mainly the value they deliver to the market.
Therefore, keep an eye out for news from your company, but also from your market. Whether through courses, news, articles, books, movies or other sources, constantly study to stay relevant!
2. Do previous research
Knowing the entire market is not enough to make a good sale. A differentiated salesperson goes one step further and conducts a thorough search of the potential customer they will serve. After all, personalized service is a prerequisite for adding value to a sales process.
Before taking a first approach, researching pertinent information about the company helps to identify the moment in which it is and what has happened during its history.
In this research, finding competitors and identifying what they are doing — the famous benchmarking — can be very valuable, as it helps to visualize how the market operates, what the trends are, how far or ahead your potential customer is from the rest, and so on.
In addition to the company, to be a good salesperson you need to know the profile of the people you will interact with. Tools like LinkedIn provide essential information for developing a good conversation, such as which companies have worked, what activities they perform, what they are charged for, among others.
3. Create rapport
People buy from who they know, trust and like. A salesperson who stands out is one who can create rapport with his prospect. To achieve this, he uses all the researched content to have common issues with the Lead: sports, courses, cities where they lived, people in the same network of contacts, etc.
This demonstrates that you are interested in the Lead and your company, helping the potential customer to be more open to listening to what you have to say.
Just be careful not to cross the line: there are personal matters that shouldn’t enter into a professional conversation. Always ask yourself: “how would I feel if a stranger talked about this topic with me?” Use common sense throughout the conversation and gain your prospect’s trust.
Mastering knowledge about the Lead’s company and its market also shows that the salesperson has authority on the subject and, consequently, strengthens the bond with whom you are talking.
4. Know how to listen
All the knowledge acquired and the empathy generated is useless if the salesperson does not know how to listen to his customer.
As mentioned before, access to information often makes companies already know what they need or what their problems and possible solutions are in the market. So they want to talk to someone who really understands what they’re going through and who can still teach something they don’t know.
A salesperson who does not know how to listen does not understand the real need of the company, which makes him susceptible to some very common mistakes, such as repeating information, not knowing how to continue the conversation, losing important data and offering solutions that the customer, in fact, it is not necessary.
So beware: if you are talking more than your potential customer during a sale, something is wrong. Stop and reflect on how you’re leading the conversation and assess what information you don’t already know, but that Lead can give you. To do this, just ask the right questions.
5. Educate the customer
Regular salespeople run through the process and already want to show the solution to their prospects. They believe that when they see how their solution works, they will open bank accounts and pay on time. Big mistake!
The best salespeople teach their prospects through the entire process. At each stage, they learn how the market is changing, new strategies that they can apply in their reality and good practices.
A good salesperson can teach you much more than just your solution will cover. Those who stand out know that by teaching the company to be better, the more prepared it is to hire your solution. Not only for the confidence gained, but the tips help the Leads to “fix their house” for this change.
Another point worth mentioning: excellent salespeople help companies avoid problems!
6. Help to design the future
An excellent salesperson helps your prospect to see what the company’s bright future will look like if he hires your solution, and also what damage he can suffer if he doesn’t do anything!
Every buyer is risk averse. Some less, some more, but all will carefully assess any changes your company may undergo. Given the choice, many companies would be in the same place known as the comfort zone.
The salesperson actually knowing how their solution impacts the company’s reality and how other customers with the same reality have benefited, can move to Lead what the future will be like after the implementation.
Generally, this future addresses three aspects of the Lead:
- Return on investment.
The first is directly linked to Lead’s personal reality in the company, his daily life and his ambitions. A good salesperson will try to understand if their 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 processes will transform after the solution is implemented and how this will impact the company’s numbers. What competitive advantages will your customer gain from this change, how will it differentiate itself from the rest of the market, etc.
The third, most of the time, is directly linked to the financial return. Here, the salesperson helps the Lead to see how their solution helps to reduce costs, increase sales, customer retention, increase the average ticket, etc.
7. Deliver value
In the end, outstanding salespeople are those who deliver value in their sales process, are not stuck on features and are able to raise the impact of the benefits of their solution on their customers’ companies.
The seller who shows how to deliver what the customer is looking for, with the best cost-benefit ratio, will lead the sale.
Remember that these practices raised are not definitive and unique for you to become a great salesperson. Use them as a benchmark for how you do your process.
Complex sales involve several factors that will impact your success or not. Many are not even dependent on you, but the more “sharp” you are, the more prepared you will be to deal with different negotiations!
If you want to keep learning, watch the Sales Live Show, which provides tips to improve your sales processes and generate more results. Watch expert conversations and improve your sales skills even further!