Whether it’s a pair of shoes or a personal reputation in your community, everyone is selling something. Some get paid for it. Some don’t. However, if you want to succeed in the marketplace, theres one thing that is non-negotiable: you must learn to sell better.
Here are nine bonafide ways to become a better salesperson.
1. Don’t be a salesperson. Be a consultant.
Change the way you see yourself. You’re not an employee trying to earn commision. You’re not a salesman trying to get a sale. You’re a consultant – a good one at that – trying to solve client’s problems.
If you can go into your prospect’s business with the mindset that you are going to help them solve their problems instead of sell them something, your focus will be completely different.
You will listen more than you talk.
You will probe to fully understand the prospect and their situation before offering any advice. You will give them objective advice instead of merely focusing on your company’s specific solution.
2. Become an apprentice.
Know the trade… Never stop learning. Start with reading the basics, if you haven’t already.
- • Swim with the Sharks Without Being Eaten Alive by Harvey Mackay
- • How To Win Friends and Influence People by Dale Carnegie
Know your clients…Stop talking. No one cares what you think or what your product does. They only care about their problems and whether you can solve them. Listen well and be intent on learning your clients: their business, needs, and wants.
3. Don’t take rejection at face value.
Sales is filled with rejection, and the better salesperson is able to bounce back quickly while staying positive. Confront your fear and learn to deal with “no” at all stages of the sale.
Many times a NO during the sales process is code for something else. Don’t take rejection at face value. Instead, probe a little deeper to figure what’s behind “the no.” For example, if you find yourself getting turned down with the no budget wall, it may mean you aren’t talking to the right person and they don’t have authority to move forward with the project.
4. Never resort to desperation.
Let me repeat, NEVER resort to desperation. It can be sensed a mile away and will get you nothing but more rejection. Desperation is Kryptonite to closing deals. It just doesn’t work. If times are tough and you start to feel desperate, pull back! Try these things instead:
- • Put your situation into perspective: There is rarely a reason to be truly desperate. Don’t take your clients for granted and make sure you are genuinely putting their needs first and more clients will follow.
- • Listen: Nothing is worse than getting cut off when you are trying to explain your needs to a salesperson. Poor listening skills is another selfish habit that desperate salespeople have. Ask your coworkers and friends for honest feedback and to call you out when you aren’t actively listening.
- • Stop Nagging: We said above, there are many times when a no may mean something else. But it takes discernment to know when enough is enough. Desperate salespeople do not know this, and they turn prospects into enemies by nagging and annoying them. Learn how to identify a prospect’s frustration and when to stop while the relationship is still warm.
5. Keep your blood moving.
Exercise makes us happier salesman and happy energy wins people over. According to “What Happens To Our Brains When We Exercise And How It Makes Us Happier” daily exercise:
- • Increases energy
- • Sharpens focus
- • Increases stamina at work
- • Creates better moods
- • Increases productivity
We don’t need to tell you how to exercise. There are literally thousands of different ways to get started, such as stopping by one of the six gyms you pass on your way to work, doing a home workout with instructional videos on Youtube, or finding a workout partner to keep you accountable. It doesn’t matter how you do it, the edge you will have over your inactive competition is just too big to pass up.
6. Be a Hunter.
Alex Lorton, from Cater2me.com, explains, “We want someone who is going to get excited about “the big fish”—someone who will prepare endlessly and wade through a lot of information, contacts and leads in order to put themselves in a position to land as many big accounts as possible. That kind of drive pushes them to never rest on their laurels and always look for the next big thing.”
7. Think outside the box.
There are hundreds of salespeople vying for your prospect’s attention on any given day. Stop thinking like them. Be resourceful and experiment with creative ways to win the sale. Here are 5 steps to thinking outside the box via INC:
- • Identify the issue.
- • Determine whether a regular or typical solution to the problem exists.
- • If one does, you’re done. If no, map out everything that went into creating the issue. In this aspect, be expansive. Include everything possible.
- • Once you start mapping out the issue more completely, start looking for ways to address the situation in one of the more outlying areas that was not considered previously.
- • Never dismiss a possible solution on the basis, “It simply cannot be done.” Consider everything. Go through every possibility until you know for a fact it can or cannot be done.
Read more about it HERE.
8. Empathize More.
Don’t start by rattling off a list of benefits. First take time to identify your prospect’s pain. Only then can you empathize with them enough to genuinely present your product or service as a solution to their needs.This will mean more trust in a sale, but it can make all the difference between a one time buyer and a lifetime customer.
9. Love results, not activity.
Measure what counts, not what looks good on paper. Stop puffing your sales sheets with vain analytics like email click-thrus and start measuring the real metrics, like actual conversion from those email click-thrus. In the end, it doesn’t matter how many phone calls you made today. All that matters is how many of those phone calls turned into customers.
So, the next time you find yourself making a sale, keep these nine things in mind. They’re guaranteed to make all the difference.