You know the type. The type of sales guy that no matter what they do everything always seems to work out. They have that Midas Touch and you love to hate them. But, more than loving to hate this kind of sales guy, you would really like to know the secret of their success. What do these types of sales people do differently that makes them so successful?
This type of sales guy NEVER settles for less.
This is not only from others but also from themselves. The type of sales people that you love to hate set high targets and high goals. They don't wait for the manager to tell them expectations, these high achievers know what they want, know what they are capable of and they go after it. More times than not, the goal that they set for themselves is higher than any goal a manager would set.
This type of sales guy makes plans.
The high achieving sales person will make daily, weekly, monthly, quarterly and year long plans. They know that there is no value in trying to fly by the seat or your pants. Following a short term plan while keeping your eye on the big picture is the best way to achieve great sales success. In addition, this sales person, in making their plans, sets short term objectives. This means that they have an objective for every contact that they make with a potential customer. Whether it's a phone call, or a full blown presentation, these sales guys know what they want to happen by the end.
This type of sales guy is patient.
They know that there is no benefit in trying to rush the sale. Slow and steady takes the course. These types of sales guys listen. The listen really well. Before they say anything they make sure they know what the customer wants and needs. When they get the information, they take the time to clarify with the customer. This offers many benefits: the customer feels heard, the customer can clarify any misunderstandings, and the sales guy can be certain on finding the product or service that is the right fit for this customer.
This type of sales guy knows how to make a sales presentation.
Because these sales professionals are always prepared, they give excellent sales presentations. They have taken the time to learn exactly what their customer is looking for. When they make a presentation, the first thing they do is recap everything they have learned about the customer. They let the customer see that they understand the key issues that are important to the customer. If something has changed, the customer can let them know and this type of sales guy can rapidly adapt the presentation. These sales people know that the focus of the presentation is not on the product or service that they are selling; it is on the needs of the customer and how the product or service can meet those needs.
This type of sales guy knows the importance of the follow-up.
Whether it's from the initial meeting or the final presentation, these sales professionals know that it is up to them to maintain contact with the customer. After any meeting, particularly after the presentations, they outline the next steps and communicate them to the customer. At the end of every sales call, the customer will always know what will happen next.
The type of sales person that you love to hate is really no different than any other sales guy. These sales professionals simply stay super focused on what they are trying to achieve. This type of sales guy sets high goals and makes plans to achieve those goals. They know how to listen and how to focus their sales presentation. They also know the importance of follow up. By following these tips, you can be one of those sales guys too.