Ever wonder what separates a top performing sales person from the rest of the group? The RedShelf Sales Team has put together some of their best practices that they apply in their daily routine.
1. Preparation is Key, But not always used
Know your audience, understand how they operate and be ready to show them how you could be a solution and resource, not a burden! If you don't know something about your client and it'll help you better pitch... then just ask! It's better to be over prepared and not use all your ammo then to be under prepared. Anticipate questions they might ask and prepare visuals that could help guide the conversation.
2. Listen, Listen, Listen
If you are going to engage your client and ask them questions (which you should! Conversation should never be one-sided) make sure you are truly listening. By engaging with your client, your pitch will change and you might go off topic so be prepared for that. Use your pitch as a guide but go with your client's lead. By listening you can find out what is most important to them and adjust your pitch to their needs!
3. Ask more questions than statements made
What you can learn by asking questions of your prospect allows you to better offer solutions to problems they are facing. With any product there are many elements to it and not all parts of the product serve use to your prospect- weed the unnecessary out early in order to focus solely on the needs of this current prospect.
4. Position your product, service or solution properly and effectively
Many sales people can talk their prospect’s ear off about aspects of their product or solution that have little or no relevance to their prospect’s situation. Instead, identify frustrations with current products the prospect may be utilizing and use that information to better position your conversation. What does the product your prospect is using fail to assist the prospect with? Can your product fill that void? If so expose it.
5. Establish Next steps & Follow Up!
If you are dealing with the decision maker, take note beforehand that they tend to be busier, which means they are more difficult to connect with. But do not forget a crucial part of the sale: following up. Many sales are lost because the sales rep failed to follow up after the initial call or meeting. Take the initiative!
6. Keep In Touch
A sale is not a one-time deal. Instead, you should be finding ways to keep your name in your customer’s mind to prevent a competitor from sneaking their way in. Top performing sales reps make it a priority to incorporate these types of conversations into their schedule.
While there are multiple ways to practice top performing sales techniques, these are a few that remain important to the RedShelf team. Do you have any that could be included in our list of best practices?