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No One is A Born Sales Superstar!!

No One is A Born Sales Superstar!!

How often have we heard, “He’s/she’s so good at talking to people, he’s/she’s a born salesperson.”

Unfortunately, this is not often the case, because there’s so much more to “selling” than just having the gift of gab. A successful salesperson:

  • Is well trained
  • Understands the dynamics of setting goals
  • Knows how to handle different personalities
  • Learns the various techniques of selling
  • Is constantly honing his/her skills to create the best possible outcomes.

 Along with that, Sales Superstars have the desire to build lasting, long term relationships with their customers and a passion for the product or service they are selling.

Here are a few tips to achieve a great outcome:

Goal Setting

One of the most important things to do in order to become a sales superstar is to set realistic goals. In order to create a personal sales task sheet, you must play the numbers game. As an example, if the goal is to reach $500,000 in sales per year with the cost of approximately $1,000 per sale, then you have to make 500 sales a year or approximately 10 sales a week. Be realistic. If that’s not possible to achieve, change the target and set a more achievable goal.

Measuring Performance:

This is a function of tracking your sales. At least monthly, or even weekly, target your prospects by having a plan to call, email, or make a personal visit. If you need to sell 10 items a week, then you need to fill your time by making contact with prospective clients. Use a good CRM system to track all your contacts and know where you are in the sales cycle and what you need to do each day. If you’re measuring your progress you can adjust your method periodically to reach and exceed your goals.

Develop Relationships

Even the best Sales Superstar will tell you that you can’t just show up or call a company and expect to sell right off the bat. Successful salespeople got that way because of months or even years of nurturing relationships with the right people…those who have the authority to buy from you or refer you to someone who can make that decision.

Attending networking events, Chambers of Commerce, speaking before trade associations, and volunteering your time at a favorite charity or community meeting, are all great approaches to meeting new people and developing ongoing relationships that can lead to sales down the road. Remember that patience is virtue and every great salesperson understands that.

Sales Is a Process

As you develop your sales plan be sure you recognize the specific customers that potentially need your product offerings. If someone doesn’t need what you’re selling…they won’t buy it and you will be wasting your time trying to solicite non-buyers. As the old sales joke goes – you can’t sell ice to Eskimos. Learn how to position your product in the “buyers mind” so they understand how you can solve their problems and therefore are more apt to accept a meeting with you to discuss your products/services.

Be selective in choosing your target accounts and be sure to get as much information about the prospect’s company as you can, as well as what they do and their target market. Use the resources available to you such as their website, trade journals, LinkedIn, etc., to do your research. Realize that every company is different, and you cannot necessarily have a cookie-cutter approach to your sales process to be successful. 

Make a Plan

Plan your approach and be prepared by knowing how your product or service can be successfully implemented by your customer. Know what they need to accomplish along with their timelines and budgetary constraints. Become a real resource to your customers rather than just a vendor. Your knowledge of your client’s company and how your product or service would save money or time, could help win the sale as well as book future business.

Ask for Help

If you’re not a seasoned sales person, don’t be shy about asking for advice from one of the senior sales staff on your team. It’s not as much about what they know about the product offerings as much as who they may know at the companies you’re trying to target. On the other hand, if you’ve been around the block doing this for several years, it might be a good idea and a great learning experience to meet with some of the new salespeople who might be able to offer insights into the younger buyers.

And for Goodness Sakes, Be Sure to Follow Up!

It’s historical how many times sales people meet new prospects, present their products or services, and then just don’t follow up on the sales call. They either forgot, or are afraid of the “No”, or moved on to the next bright shiny object. What that signals in the customer’s mind is they weren’t important enough to for you to make a follow up call. Which usually means, you lost the sale

Great sales people understand that building relationships with everyone you meet, following up, having realistic and achievable goals and be well organized are the keys to being a Superstar!