What differentiates high earning salespeople from those who struggle to meet quotas every month? Is it a custom tailored suit? Is it a secret phrase that gets prospects to instantaneously buy? You might be surprised to find out that the factors that distinguish sales pros from the rest are much simpler than you think.
1: Sales Pros are honest
Prospects can smell dishonesty from a mile away. Trying to be deceptive or sneaky can ruin a potential deal in seconds. Customers like to deal with salespeople that they feel they can trust. If a prospect asks a question, it is important to give them an honest answer. For example, if a customer asks about any fees in addition to their initial purchase, a sales pro will be upfront and honest, while explaining exactly how much the fees will be and why they charge them.
When a relationship based on trust is established from the beginning, it is much easier to gain long term customers and also to be recommended for referrals.
2: Sales Pros create a sense of urgency
Making a prospect feel as though they need to make a decision sooner rather than later can greatly improve the chances of closing the sale. Creating a sense of urgency puts a little pressure on customers because it makes them fear that they will lose out on a great deal if they wait too long. It is the job of the salesperson to avoid long waiting periods of indecisiveness. The longer a prospect waits, the more time they will have to come up with reasons not to purchase.
A sense of urgency can be created by offering a discount that is only good for a week, or even by offering payment terms such as 2% 10, net 30. The sooner you can get the customer to make a commitment, the better.
3: Sales Pros offer value, not a product
One of the most basic but overlooked fundamentals of sales is to explain the value a product offers, not the features. People who are new to sales, offering a new product, or have not been taught properly are quick to read off a list of all of the features a product will offer a customer, but fail to tell them how these features will fulfill their needs.
Very often, the features of a product can be very technical. This makes it difficult for customers to see the practicality of the product. Instead of just saying that the iPhone 5 has retina display, a better description would be, “the iPhone 5’s retina display makes images, text, and video sharper, which puts less strain on the eyes.”
4: Sales Pros know when to stop talking
During a sales call, the prospect should be doing a majority of the talking. As a salesperson, it is your job to listen to their needs, explain how your product or service can meet those needs, and then listen to their objections. The best salespeople are the ones that know that the true value of a sales call will come from listening to the prospect, rather than constantly selling to them.
It is not uncommon for a salesperson to talk themselves right out of a deal. Once it seems as though the prospect is ready to buy, all “sales talk” should stop, and the focus should be put on signing the necessary paperwork to close.
5: Sales Pros are not afraid
The fear of making a cold call, being rejected, or making a presentation can ruin any salesperson’s ability to make deals. Top sales people are always ready and willing to make calls, are not afraid of being rejected, and perhaps most importantly, they are not afraid to ask for the sale.