Do You Have the Qualities of a Sales Champion?
A successful salesperson is defined by the qualities they possess and live by. In my 25+ years of experience, these are the attributes that have to be the most beneficial to myself, and other successful salespeople in their careers.
1. You have goals. Becoming goal-oriented as a salesperson is the first step to developing into a champion. Always set clear goals; both in the short term and long term, and outline a plan to accomplish them. By setting goals, you define the path you are going to take to become the most successful version of yourself.
2: You’re motivated. A sales champion is always positive and confident, even in times of adversity. Remember, not everything will go exactly to plan, but by maintaining motivation you’re able to adapt and overcome any obstacles that come your way.
3: You know your product. It’s imperative that you have a thorough understanding of the products or services you are selling and how it can benefit your client. Be able to answer any questions that may arise. You want your client to view you as a value added partner who can trust your opinion on which of your products or services would best suit their needs.
4. You’re not afraid to ask. Be assertive, but not overly aggressive. Remember, asking for their business- and closing the account- are the only things that matter at the end of the day. If they show interest, but don’t commit, find another route to winning their business. Almost selling an account doesn’t cut it!
5. You have strong selling skills. The sales process has a little to do with you, and everything about your potential client and their needs. Successful salespeople will ask a bevy of questions to figure out potential pain points, problems, and how your product can be the solution. Enhance your sales skills through role play, reading books and listening to podcasts on selling. As the great Zig Ziglar said “You can get everything in life you want if you will just help enough other people get what they want.”
6. You anticipate. Never assume you know everything before a meeting; practice, drill and rehearse your sales presentation to be prepared for any response to the open and closed probes you ask. Preparation is the key to solving your customer’s needs.
7. You evaluate your performance. Setting up a pre-call plan is crucial to dictating the direction of the call. Ask yourself: “What is my objective of this visit and what needs to be done to accomplish this?” Evaluating how your call went is also crucial to continue improving. Being honest in your analysis will enable you to identify what aspects worked, and what needs improvement.
8. You build relationships. Knowing your clients, prospects and staff is crucial to success in the sales process. Establishing relationships whenever possible will aid you in getting business and maintaining accounts.
9. You’re persistent. Winning salespeople are persistent and work hard to figure out ways in which their products can solve problems for their clients. Don’t quit after the first or second call, set a timeline to revisit the potential sale. It may take multiple more calls before you close a sale, but persistence pays off.
10. You’re organized. Quarterly and daily planners, and account call records are critical tools in planning and tracking your goals as they progress.
11. You ask for referrals. Referrals are the best way to exponentially grow your business. A satisfied customer will want to share their joy with colleagues who could also benefit from your product. Referrals are a great way to grow your business, all you have to do is ask.
12. You never stop assisting a client. Clients are valuable; client churn is not. Call your top accounts biweekly, others monthly. Find out if any issues have developed, or if there are any new ways you could assist; at worst you are maintaining your relationship with an ongoing satisfied client.