Wouldn’t you love to have a magic button that would give you tons of sales? Well, here’s a newsflash. There’s no such thing. But if you use these top sales tips, you’ll be well on your way to becoming a master salesperson. Combined with your hard work and dedication, these twelve tips will take you to the next level.
When it comes to sales, the most important place to start is by defining clear, measurable goals. This gives you something tangible to measure your performance against. Determine your goals by asking questions such as these:
-How many buying customers is my organization in need of?
-What’s the ideal time-frame?
-How many leads am I in need of to make the right number of closes?
-How many connections do I need to be making per week?
Here’s a quick and easy way to figure out the amount of revenue you should strive for. All you need to do is multiply the targeted estimate of customers goal by the average sale price.
You must also go above and beyond company goals. How? By setting plenty of personal goals for yourself. This will keep you motivated. Not to mention, it’s a tactic that most top salespeople in the world use. You’ve got to set a high standard for yourself. For example, strive to be in the top 3% of your company. It won’t happen overnight. But you’ll never be a top salesperson without big, lofty goals.
Whoever told you that making sales is an art didn’t know what he or she was talking about. Sales is more of a science and technology than an art form. Scientists use a scientific method to see results. Likewise, salespeople use a bulletproof sales process.
For in-depth analysis, check out some of Billions in the Bank’s articles and videos. They’re dedicated to helping you develop the right sales process. You can’t treat every sales process the same. Your company needs a specific one. It’s got to recognize your strengths, your prospects, and the products sold. This is why management must go out of their way to develop a process that gets results. The process should include:
-how the product should get positioned
-key strategies for talking to prospects
-an explanation of key value propositions
-an examination of your ideal prospect
You’ve got to be able to recognize two things. 1) Your prospect’s pain points. 2) The pain points of your prospects’ businesses. Next, you must differentiate average business problems from unique pain points.
One of the keys here is developing trust with your prospects. You’re not going to make many sales unless you understand your prospect’s pain. Better yet, that you have the ability to solve their pain.
You’ve got to measure your performance against every single one of your goals. For example, are you going to be able to reach your desired numbers by the end of the month? Are your closing techniques leading to sales? If not, don’t panic. Realize that you need to make some changers. Otherwise, you’ll never be a top seller. You can’t procrastinate. Every day that you do is another day of digging yourself into a deeper and deeper hole. Measuring everything right away give you the ability to take care of your problems as they occur.
This is one of the key factors of inbound sales. Take care of this and you’ll save so much time. You won’t be wasting it by reaching out to people who have no interest in what you’re selling. You’ve got to think outside the box on way to connect with people who need what you’re selling.
Many young or inexperienced salespeople make a huge mistake. They think that they can do everything on their own. Well, they can. But they can do so much more by asking their teammates for help or advice. This is why you’ve got to embrace team selling.
For example, let’s say you’re trying to reach the SVP of a large corporation. But you keep getting rejected. Don’t give up. Instead, go to your sales leader and ask him or her to help get you in the door.
You’d get shocked by how many more sales you can make by asking for help from others every now and then. This could be as easy as asking your high-performing peers for some tips. Sure, great eagles soar alone. But taking advantage of the lessons of others eagles will help you become a top salesperson. Next thing you know, you’ll have gathered the right skills that will blow your completion away.
In fact, you could even—
Call reviews by managers will only do so much good. It can be beneficial to sit on some calls and hear what your peers’ strategies are. This will do more than inform you of new techniques to use. You’ll be able to see where your peers are doing wrong. This will serve as a lesson for you to drop those same actions and habits.
Be specific with whom you shadow. For example, identify a top closer and listen while he or she attempts to close. You don’t even need to be in the room. You can ask permission for recodings of some calls. Try to go the extra mile and listen to those recordings in your free time. For instance, listen to the recordings in your car on your way to work. This will motivate you to start the day off right and put in place some killer closes.
Listening to your co-workers is one thing. Having a mentor is even better. A sales mentor strives to help the mentee grow their career in the best way possible. You may be having trouble visualizing where you see yourself in a year, five years, or even a decade. Talking to a mentor will do wonders for your long-term planning. Not to mention, working with a mentor serves as a great confidence booster.
Only work with a mentor who possesses the following three factors:
-He or she is very successful in a career that’s like the one you want to gave.
-He or she has accomplished many big achievements.
-He or she has plenty of experience that you can learn from.
Once you find the right mentor, set up regular meetings with him or her. Meet at least once per quarter. Having a mentor will be one of your secret weapons when it comes to becoming a top salesperson.
There’s one person that you need to be asking questions to: your manager. Ask him or her questions such as: “Am I living up to this company’s expectations?” “What do you recommend I do to exceed those expectations?” “Can you please give me some constructive criticism about my recent performance?”
Professional development is important to if you want to become a top salesperson. That’s why asking questions like these is so important. The answers will help re-shape your habits and techniques. That’s a great way to take your career to the next level.
Type up a plan every month that defines two or three things you want to work on for the rest of the month. You can ask your sales manager for his or her opinion. This will help you become well-rounded and drop your shortcomings over time. When it comes to sales, having confidence is a key factor. Knocking out the objectives of your personal plan will boost your confidence.
It takes the same amount of time to sell an $6,000 deal as it does to sell a $180,000 deal. Thus, shouldn’t you be investing your time in deals that will net you the most money possible?
In advance of your calls, it’s best to brainstorm what the prospects are going to be wondering. This will ensure that you get prepared to say exactly what’s needed to get to your close. Here are some examples of common “why?” questions that prospects either ask or wonder in their minds.
-Why should I take the time to listen to you?
-Why is your product better than your competitors?
-Why is your product so expensive?
-Why should I buy your product?
-Why should I trust anything that you tell me?
Never wait for your prospects to pose these questions to you. In fact, they often wont. Instead, take initiative by answering questions like these before they’re even asked.
Here’s an extra top sales tip that matters a lot. Never rush through any of your sales pitches. Sure, salespeople are under tons of pressure to get their targets completed. That’s why so many reps have an urge to squeeze in tons of phone calls per day. But this mentality can have negative consequences. Rushed sales pitches can lead to a lack of sales. That’s because prospects do not appreciate when salespeople are in a hurry. The fast-talking proves to the prospect that the rep does not care about the person’s needs. Instead, it shows that the salesperson only cares about making the sale. Aggressive behavior is a sales-killer. It’s as simple as that. And it makes people have negative associations about a company’s products/services. Instead, it’s best to talk in a slow and steady manner. The prospect shouldn’t feel like he or she does not matter. He or she should feel relaxed and comfortable about the pitch. So, never rush your sales pitches and always take your time.
Sure, a magic button doesn’t exist. But you’ve got the next best thing in these twelve top sales tips. But reading them isn’t enough. It’s now time to take action and use them on a daily basis. If you don’t, it’s unlikely you’ll ever be a top seller. But if you do—you’re likely to experience an unbelievable boost. Not only in revenue, but in career advancement. Good luck.