Here’s how to become a better salesperson
Sales is both an art and a science. It’s a complicated recipe to get right, with a blend of ingredients creating a veritable feast for businesses looking to drive their companies forward with exactly the right support.
A great salesperson has outstanding interpersonal skills, extensive product knowledge and a knack for strategic thinking amongst other things, and these skills have to be continuously nurtured to ensure sales strength and success for the long haul. Yes, whether you’re just starting out in the world of sales or you’re an experienced professional already considered top-tier sales talent, there’s always room to improve.
To help you on your way to becoming a better salesperson, I’m here to share some tips for achieving even greater success.
Get to know your product or service
A successful salesperson knows their product or service inside and out. Armed with this knowledge, you’ll be able to answer questions and address customer concerns to instil confidence in the very people you are hoping to sell to.
Take the time to learn about your product’s features, benefits and unique selling points. You should also aim to understand how it compares to the products or services offered by others on the market. By understanding your competitors’ products as well as your own, you’ll be prepared to explain why the latter is the very best choice.
Work on strengthening your relationships
At its very core, sales is about building relationships. People after all buy from individuals they know, like and trust, with strong bonds the very cornerstone of business.
Be a better salesperson from the very beginning by establishing trust and rapport with your customers. While flattery won’t get you far with the savvy, modern-day consumer in most circles, you can get great results rather easily by taking an interest in their needs, preferences, and any challenges they face. By building a strong connection from the outset, you’re more likely to earn their business and keep them coming back.
Prepare to listen more than you speak
While traditionally great salespeople are applauded for their ‘patter’, effective sales professionals are excellent listeners too.
To become a better salesperson, don’t focus solely on your pitch. Instead use active listening to understand customer pain points and goals. Do this by keeping your questions open-ended. It’ll encourage would-be customers to share their thoughts and pave the way for the more tailored, specific responses that get results.
Develop your communication skills
Your pitch certainly isn’t the be all and end all. A clear, practised pitch can however go a long way. It’ll help you convey information clearly, positively and persuasively, so be sure to use storytelling techniques to your advantage.
Don’t forget to emphasise that all-important value proposition in your pitch too. In today’s economy, every penny counts, and customers want to know that the products or services they are spending their hard-earned cash on provide value for money.
Share the benefits your product or service provides rather than simply listing its features. Explain how it can solve their problems, save them time, or improve their business. If you’re selling in person, align your body language and tone with your words.
Don’t forget to draw on that emotional intelligence
Emotional intelligence – or ‘EQ’ as it is often described – is a key attribute for sales professionals. Whatever product or service you are touting, EQ plays a pivotal role in your ability to connect with customers and understand their needs.
As we touched on earlier, building relationships is pretty crucial in the world of sales, and using emotional intelligence to your advantage enables you to navigate the complex interpersonal dynamics that are often at play in every conversation. By being in tune with your own emotions, and theirs, you can adapt your approach, communicate as empathetically as possible, and build trust in an authentic manner. Putting EQ first also drives sales success for the long haul, giving you all you need to anticipate and address customer concerns, tailor solutions to meet individual needs, and foster long-term loyalty in the process.
With emotional intelligence, you can go beyond transactional interactions, creating genuine connections that drive sustainable business growth and transform you into the better salesperson you long to be.
Remember, persistence is key – but keep it respectful
In your quest to become a better salesperson, hang on to that persistence. It is essential in sales, but striking the right balance between persistence and respect isn’t easy.
Follow up with leads and maintain contact with existing customers without being overly aggressive or assertive. Respect your customer’s time and boundaries, and be willing to back off if they’re not interested. A polite yet persistent approach can lead to the long-term success that every salesperson craves.
Are you a sales leader or employer looking to nurture better salespeople within your organisation? Find more strategies to motivate and inspire your sales team or contact me to discover how I can help.
