Being a sales rep is always a work in progress; irrespective of how long you have been doing it, how much training you have received, and the number of sales your company gets. The best salespersons always improve their strategy, and this is why they are very successful; they are never satisfied with their progress, they want to devise even better methods of shaping or presenting their sales pitch. This post is a round-up of some of the top four most important tips every salesperson needs to know to improve their selling abilities.
- Focus On The Other Person
Good sales reps know it is not about them. They understand that convincing a prospect is not about how much they can do, but how much the prospect can get. They focus on “you” more than they do on “I.” Also, they are good listeners. Focusing on the prospect is essential because it shows you care about them. Also, it helps you understand them better because while listening, you are getting to know both them and their needs, and this is crucial in pitching your sales.
- Have Deep Empathy
The ability to understand a prospect’s mind and feelings is crucial in nailing any deal. Therefore, sales reps are encouraged to have deep empathy, as this is far better than relying on a script. The more efficient your skills at empathizing a prospective customer, the better your ability to anticipate what they will do or say next. For instance, if you want to convince a prospect on the best agricultural stocks available, clear communication and a genuine connection to the customer, as well as a thorough understanding and interest in what you are selling, can help you decide the best agricultural company to pitch him. The ability to simplify complicated situations through empathy and to strategically design the next steps and articulate them intelligibly is needed.
- Think Long-Term Relationship Over One-time Deal
One unique difference between a poor sales rep and an excellent sales rep is their goal and approach to closing a deal. Poor salespeople focus on closing the deal while great ones take a step further to ensure they close the deal and the relationship.
Successful companies like Apple did not become successful just because people bought their product, but rather their success lies in their constant appeal to new customers due to innovation. This should be the target of every salesperson – to build a relationship with customers, so they come to you even after that first deal. Seek to form a relationship with a client, as opposed to focusing on a one-time deal that will go to satisfy both parties. A forward-thinking approach can see a lot of potential further revenue come from the same client.
- Be Honest
People love honest sales reps. A prospective customer knows you are trying to sell your services and products to him or her, so he or she expects you to be salesy, and a little bit pushy, but what he or she might not take to is dishonesty. If you feed lies to a prospective client about what your services or products can do for them, then you can kiss any long-term relationship with them goodbye. Also, you will be giving the sales profession a bad name. In some cases, prospects can see through your lies while pitching them and not buy from you.