The best salespeople are always looking for ways to improve their game. They are never satisfied with their progression or abilities as a sales rep.
Have you been looking for the answer to how to be a good salesperson?
The truth is, the difference between good salespeople and great ones is actually quite staggering. Good reps are always hitting their quota, and great reps don’t simply hit it but have record-breaking months or quarters.
Good sales reps will effectively earn the respect and the ongoing trust of their prospects. Great ones earn their loyalty, admiration, and new referrals. Good reps handle objections skillfully; great ones preemptively surface the concerns and eliminate them.
Are you ready for greatness? If so, learn how to be a good salesperson here.
A good salesperson won’t just rely on a script that dictates each step of how to sell a service or product. They will alter or adapt the pitch based on the customer, place, and time. This also means they can think outside the box.
The goal is to challenge their existing sales processes and pitches to achieve higher levels. More information about how to do this can be found at benbuckwalter.com.
Find and Stick With Buyer Personas
Having a buyer persona that is clearly defined is essential to developing a successful sales process. If you stick with the persona, it will be an effective way to generate more sales.
If you don’t do this, you may begin using the spray-and-pray tactics that don’t result in efficient prospecting.
Being a great rep means you research your prospect to ensure they are a good fit. You need to stick to your ideal buyer persona and understand who you are selling to and why.
Understand the “Why”
Any great salespeople know why they are selling each day. This means that knowing your “why” for sales is an important step in becoming a great salesperson.
A good salesperson won’t just go through the motions. They are intentional about why this matters.
Think about it: why do you sell?
The way you answer this question becomes the foundation of your sales strategy. Make sure you dive deep to find the answers.
Don’t make your answer overly simple such as “I sell because I want success.” This isn’t a strong enough “why” if you really want to be a master salesperson. A great salesperson is going to be driven by very powerful personal factors like kids, family, or the fear of being poor again.
It doesn’t matter what motivates you. You just need to have a clear and concise “why” you will pick up the phone tomorrow and why you will perform superior sales habits consistently, ask for an introduction, and more.
If you don’t have a clear “why,” you will never be able to stay motivated if you encounter rejection, remember, if you are in sales, rejection isn’t an “if,” it’s a when.
Try Not to Think Like a Salesperson
If you want to be considered as an expert to your prospects, you must stop being “sales-y.” This means you don’t think like a salesperson.
If you have the mindset of a salesperson, you will jump at any chance that presents itself for you to pitch your service or product. A better strategy is to slow down a bit and really listen. Try to find out if your prospect is really a good fit.
When you practice thoughtful intentionality, you will begin to be seen as an expert in your customer’s eyes.
If you develop an unrelenting attitude in your approach to sales, you will go above and beyond what it would take to close a deal.
In some situations, learning how to be a better salesperson will boil down to developing a more disciplined work ethic. Now is the time to develop this to succeed.
Use a Repeatable and Measurable Sales Process
You will find that low-performing sales reps allow intuition to guide them. High performing salespeople will use a process that has been optimized to help move as many prospects as possible from the “connect” stage to the “close” stage.
A low-performing rep will regularly allow things to slip through the cracks. A high-performing rep will know the sate of each deal that is in their pipeline, what actions they are going to take next, and when these actions will occur.
Low-performing reps will not analyze the results because they don’t track them. High-performing reps will review key metrics, almost obsessively, and adjust when needed.
If you want to reach an extraordinary status, you must have a consistent process in place.
Learn How to Say “No” (And Say It Often)
Most salespeople love to tell others, “yes.” They believe that if everyone likes them, they will be able to close more sales. The fact is it doesn’t work like that.
If you say “yes” to everyone and anyone, it will distract you from doing the things that will help you close more, larger sales.
Remember, though, great salespeople aren’t saying “no” because they are mean, but instead because they understand how valuable their time is. Time management is a crucial element of any quality sales strategy.
If you want to master the art of being a good salesperson, you need to think more like the high-powered lawyers who bill at $1,000 or more per hour. The chances are that attorney would never say “yes” to just anyone.