Always have an elevator pitch ready. As a salesperson, you're constantly on the hunt for new customers. You never know when you'll bump into a potential buyer interested in what you're selling. That's why having a casual elevator pitch ready is crucial. If you encounter someone in need of the service you offer, you can effortlessly start a conversation that might spark their interest. It doesn't matter if you're waiting in line at the grocery store, talking at a ballgame, or actually riding in an elevator—you'll always be prepared.
It's about learning how to tell stories that allow for an emotional connection (you care about me) that results in trust which results in a buy decision. Sounds easy, right? Mike Bosworth wrote a book, "What great sales people do" and he found that is was not the sales method of the process that made the difference, but how sales people connected with their customer through the art of storytelling. When you look at high performance folks, a key quality is their ability to connect through story.
3 Tips for Being the Best Sales Person You Can Be 1. Identify the areas you feel you need improvement. Think specific use cases. Maybe its better discovery, or better at price negotiations. Define one thing and then research how to get better at that one thing. And finally practice it in the real world. 2. Seek out others you admire and ask them for advice. Nobody is out of reach. Just because they have a big brand or recognition does not mean they won't help others. Shoot your shot. 3. Remember your mind is like a parachute, it can't work if it's not open. Challenge yourself and your own beliefs. So often we create a false belief system because of a single moment. "There was one time in 2021 when I said ___ to a prospect and they yelled at me." Maybe you just got them on a bad day. Listen to that voice in your head that says, maybe there is a better way than the way I have been doing it. The worst thing that happens is you realize you were doing it right on along. The best thing that happens, you realize you can do it better.
Believing in the product/ service you are selling. I truly believe you can't sell the product if you don't believe in it. I also feel like you need to know the industry you are selling to- having a common ground.
Be excited about what you are selling. Be honest, always. Get to the point and stop with the fluff. You know the value proposition. Share it. If you don't believe in the product or aren't excited about it, the potential client can pick up on it, and that's a sign it's time to move on!
Get to the root of the prospect's personal goal - beyond their business goal. If a prospect says their goal is to "sell more widgets", ask more questions to find out what that means to them personally. Does selling more widgets help them put their kid through college? Great! Don't sell them on "widget marketing', sell them on watching their kid's graduation ceremony.
I’ve worked with thousands of sales professionals and innumerable non-sales people who had to learn to sell. Here are my three of my very top Do and Don’ts: 1. Never forget that it’s all about the customer, not about yourself, your product or your company. Which means understanding your customers is far more important than anything else about your business. 2. Make sure feel that potential buyers feel they are in control. Ask questions. Improve your empathy. Work on seeing the world through their eyes, empathizing with their needs, their problems and their frustrations. 3. Never let your sales goals get in the way of success. If they’re too high, they can be discouraging and after struggling for a while, you’ll be tempted to simply give up. On the other hand, I’ve seen just as many people slack off because they’ve achieved their goal for today or this week or this month, even though they’re nowhere near their long term goal. Sales goals need to be specific and they need to be attainable. And one goal you should always have is to exceed your goals by as much as possible. Bio Info: Selling Power says “To his power and famous clients, Barry Maher is simply the best sales trainer in the business.” Barry, www.barrymaher.com, has appeared on the Today Show, NBC Nightly News, CNBC, and he’s frequently featured in publications like the New York Times, the Wall Street Journal, the London Times, Business Week and USA Today. His client list includes organizations like ABC, the American Management Association, Budget Rent a Car, Canon, Cessna, Fox Cable Television, Fuji, Hewlett-Packard, IBM, Lufthansa Airlines, Merck, the National Lottery of Ireland, the Small Business Administration, Verizon and Wells Fargo His books include the groundbreaking No Lie: Truth Is the Ultimate Sales Tool, from McGraw-Hill, has been translated around the world. His book, Filling the Glass, which has been cited as “[One of] The Seven Essential Popular Business Books,” by Today’s Librarian along with books like The Seven Habits of Highly Effective People and The One Minute Manager. If you’d like to discuss this further, please feel free to contact me any time. All the Very Best, Barry Maher Barry Maher & Associates barry@barrymaher.com www.barrymaher.com
To excel as a salesperson, focus on building genuine relationships with clients by understanding their needs, preferences, and pain points, fostering trust and long-term success. In my experience at Reun Feasibility Plus, this approach has been invaluable. We work with startups to identify bottlenecks, and establishing strong client relationships has been key to our success. In-depth product knowledge is crucial; confidently explaining benefits and addressing concerns helps you stand out. This was vital when explaining complex feasibility studies to clients unfamiliar with the process. Prioritize active listening over talking to gather valuable information and tailor your pitch to meet specific client needs. At Feasibility Plus, understanding each startup's unique challenges enabled us to provide tailored solutions that truly met their needs. Personalizing your approach for each client demonstrates an understanding of their challenges and shows how your product can provide a solution. Stay persistent but not pushy; consistent follow-ups show dedication, while being overly aggressive can drive clients away. Leverage social proof through testimonials, case studies, and success stories to build credibility and persuade potential clients. Sharing success stories of startups that benefited from our services has been a powerful tool in convincing new clients of our value. Master the art of closing; learn various techniques and know when to use them, being confident and assertive while also ready to walk away if the deal isn’t right. Continuous learning is vital—stay updated on industry trends, sales techniques, and product knowledge through workshops, books, and mentorship. Embrace technology by utilizing CRM systems, social media, and other digital tools to manage leads, track interactions, and streamline your sales process. Maintain a positive attitude; resilience and a positive mindset are crucial in sales, helping you embrace challenges, learn from failures, and stay motivated. By focusing on these strategies and drawing on experiences from Feasibility Plus, you can enhance your sales skills, build stronger client relationships, and ultimately achieve greater success.
Learn what type of buyer you are dealing with. They will either be an emotional, logical, or FOMO type buyer. The emotional buyer should be sold on the way they will feel and how others will perceive them. You can persuade these buyers by giving them a reason to jump in headfirst and be the first ones. They love to be early adopters and pioneers. The FOMO buyer will be motivated by a fear of missing out on a great deal that "will run out soon" if they don't purchase today. They also respond well to exclusive bonuses or gifts for taking action by the deadline. The logical buyers are the slowest to close because they overthink everything. You have to use math and clearly show how your product or service is a good investment.
Having a personality framework in mind is incredibly helpful. In my experience coaching business leaders in various industries, deeper understanding of motivation, strengths and growth edges inform their unique sales style. Once a sales style and approach is established, it frees you up to listen more effectively for what's important to your potential customer. This is vital for your pitch pivot -the ability to customize how your product or servivce maps to their needs, at both a basic practical level and one level deeper. High emotional intelligence via a personality framework lens is your secret sales sauce.
To excel in sales, I've learned that guiding prospects to feel like they're making the decision themselves is key. It builds trust and ensures they're invested in the outcome. In my experience in the event industry, timing is critical. Urgency in outreach is important, but it's crucial not to come across as desperate. I've found that using respectful language, such as suggesting specific times that work for both parties rather than asking open-ended questions, helps maintain a professional tone while still asserting availability. Maintaining a balanced approach is also essential. It's about being confident in your offering without sounding overly pushy. Sometimes, the sale isn't right for the prospect at the moment, and that's okay. Leaving on a positive note and expressing interest in future collaboration can plant the seeds for future opportunities. Ultimately, successful sales are about building relationships and understanding the needs of your clients. It's a process of nurturing leads over time, rather than expecting immediate results from every interaction.
While spending over 10 years in sales and marketing, I have seen the definition of "Salesperson" change over the years. Initially, it was considered that a great "Salesperson" is someone who brings in more customers. Hence, the approach was very transactional. However, with the growing competition, I believe a true "Salesperson" is someone who forges deep connections, prioritizes understanding customer challenges, and positions themselves as a trusted advisor. Hence, my best tip for being a great salesperson is to prioritize genuine relationships over quick transactions. By truly listening, asking insightful questions, and becoming a mini-expert in your prospect's domain, you can cultivate an environment of trust that transcends a quick sale. This translates into closed deals and fosters long-term brand advocates who will champion your product for years to come, resulting in repeat sales.
To be your best salesperson, listen actively to understand your client's needs and challenges. Know your product or service thoroughly so you can address any questions confidently. Build genuine relationships by being trustworthy and reliable, always putting the customer's needs first. Continuously improve your skills through training and feedback, and stay adaptable to changing market conditions and client expectations.
Tips that I share with others, and by others it is often my college students, you always have to remember that people only buy from those they like and trust. Listen to your clients. Understand their needs. Demonstrate true empathy when needed. Build your working relationships. Remain positive in all situations. Perhaps it is because I am Canadian, and that is why I am using a hockey reference but keep your stick on the ice. Stay motivated to help your client make the proper decision. Be confident. Know your product or service inside and out. Know that even if you were not able to close "this deal", the next opportunity is right around the corner. Focus on what you feel you did correctly and your strongest assets and develop a plan to further your success based on what you feel you can always improve upon.
Be a weaver of trust, not a web of tactics. People buy from people they trust. So ditch the manipulative tactics and cheesy scripts. Instead, focus on genuine connection. Be a transparent advisor, a source of valuable information, and someone who truly wants to see them succeed. Let your customer be the hero of the story. Guide them on a journey of transformation, where your product empowers them to achieve their goals. When you focus on their success, yours will naturally follow.
I worked in sales for a number of years prior to teaming up with my son to run DigiSurf. We wouldn't be where we are today if it wasn't for this sales experience we have. Honestly, I think sales is the number one skill you can learn in life. Sales helps professionally massively, but also on a personal level. It helps you effectively communicate with anyone, but more importantly, it teaches you how to listen. Here are my 3 biggest tips: 1. Listen - sales is often said to be for people with 'the gift of the gab'. But realistically if you want to be good at sales, the starting point is developing your listening skills. Train your brain to listen deeply to people as they talk. Don't interrupt and let people talk until they have nothing more to say. Often people don't really know what their pain points are, so learn to hook onto the subtle queues they give. This allows you to drill down on their pain points and then offer them a personalised set of solutions. 2. Write as you talk - I always jot down notes when talking to a potential customer/client. This allows you to recap the conversation in a chronological fashion, showing the person you understand what they said, but more importantly, shows them you care about their needs. It also stops you forgetting anything for conversations further along. 3. Focus on their WIFM - when you are speaking to someone they don't want to hear about your features, how great you are or anything else about you for that matter. You need to focus on their WIFM (Whats In it For Me), cause this is what the people you speak to are interested in. Position what you say to people in a way to explain how their life will change from your products/services. How will their life change? What goals will they achieve? Where will they get to if they work with you?
Chief Innovation Maverick & Auto Glass Aficionado at TrueShield Auto Glass
Answered 2 years ago
Becoming an exceptional salesperson requires a blend of skills, strategies, and a customer-centric mindset. Here are some tips that I believe will help you excel: 1. Understand Your Product Inside and Out: Know the features, benefits, and potential drawbacks of your product. This deep understanding allows you to address any questions or concerns the customer may have. 2. Build Strong Relationships: Focus on building trust and rapport with your customers. Listen actively to their needs and preferences, and show genuine interest in their concerns. 4. Qualify Your Leads: Not every lead is worth pursuing. Identify and focus on prospects who have a genuine need for your product, the budget to purchase it, and the authority to make the buying decision. 5. Tailor Your Pitch: Customize your sales pitch to address the specific needs and pain points of each prospect. Use the information gathered during your conversations to make your pitch more relevant and compelling. 6. Focus on Solutions, Not Features: Instead of just listing features, explain how your product solves specific problems or improves the customer’s situation. Highlight the benefits and value it brings to them. 7. Be Persistent but Respectful: Follow up consistently without being pushy. Respect the customer’s time and decisions, but make sure you stay on their radar. 8. Handle Objections Gracefully: Be prepared for objections and view them as opportunities to provide more information and reassurance. Address concerns with empathy and confidence. 9. Learn from Rejections: Rejections are inevitable in sales. Instead of getting discouraged, use them as learning experiences. Analyze what went wrong and how you can improve for the next opportunity. 10. Keep Improving Your Skills: Invest in ongoing training and development. Stay updated on industry trends, new sales techniques, and continuously seek feedback to refine your approach. 11. Set Clear Goals and Track Progress: Establish specific, measurable sales goals and track your progress regularly. Use this data to identify areas for improvement and adjust your strategies accordingly. 13. Maintain a Positive Attitude: Sales can be challenging, and maintaining a positive attitude is crucial. Stay motivated, resilient, and optimistic even in the face of setbacks.
Wish I knew this when I was 18... Starting in sales? Act like you're confident even if you're not. Keep at it, and soon you'll see real results from your hard work. Then, guess what? You won't be just acting confident anymore—you'll actually feel it for real!
Decision makers have people knocking on their doors constantly. You must stand out & set yourself apart from the rest. What can you do that the others cannot? It's extremely important to be yourself and listen. Ask open-ended questions that require detailed responses and allow the customer answer without trying to talk over them. This way, you're gathering information that will allow you an opportunity to sell your product and hopefully build on that. Always add value with every transaction. Know who you're talking to; do some research on the company and the individual before your meeting. Develop a rapport with them and be able to read their body language. This will help you in ascertaining their needs & requirements.
Having been in intangible sales these many years, the most important aspect of the professional sales side in manufacturing services, is rolled up into one word. Trust! Its an acrostic I use, for it stands for: T-otally R-esting U-nder S-uppliers T-iming. When it comes to reliability, repeatability and responsibility, these are the legs that define Trust in relationship with a customer, the three legs of a three leg stool. That way the customer never falls off of it! Understanding that selling on value requires one to know the product or service being sold, but once that sale is final, now its all about TRUST. Faith is also a word that is used too by me, but that will only help you in getting in but not staying in; for the customer may have Faith in all what you say and show. Trust is the by product of Faith, its the deliverable in the Purchase Order. Faith is an acrostic too, its stands for: F-ully A-ccepting I-n T-he H-eart. Having Faith in place in the heart of the Customer, will give you the business at first, but Trust is what is the reason for them to return and ramp up with you. Why? Because its a direct reliance on time and quality! To be the best you can be one needs to believe in the company you work for, and they in turn need to believe in you too. They may have good faith in hiring you, but the common denominator is Trust! Make this part of your sales talk and your life, for its just a matter of time that you will see the results. - Andy Eden-