Successful salespeople possess particular personality traits and take certain actions that propel them forward in the world of sales. It takes a special kind of person to succeed in this industry. So, what is it that breeds success in sales?
In sales, you’re dealing with people’s perceptions, which are always changing. The goal is to keep the conversation moving forward while respecting the customer's comfort zone. It’s a thin line between persistence and irritation. If you've become discouraged with your sales career, here are six core concepts to help you overcome the obstacles.
Be Patient and Listen
You won’t likely cross the customer’s comfort line if you pay attention to what they are saying. This is an important concept to master. Long-term sales success comes from relationship building, which should never be a hurried activity. Nourish your relationships and build them slowly over time. When you listen to understand (rather than listen to answer) you come across as trustworthy and sincere.
Focus on Small Successes
It’s nearly impossible to hit a home run in every sale. Success in sales is better defined as a series of successful gestures over time, with a sale at the end. Build your relationships based on trust. Countless studies have identified trust as the most important distinguishing factor between one salesperson and another. Hold your own character, integrity and credibility to the highest standards.
Sell from Strength
Empathizing with your customers and their problems helps to establish rapport, demonstrates your interest in providing a solution, and helps you identify and react appropriately to their behaviors. Sincerity, though it can be mistaken at times for weakness, is key to cultivating trust.
Create Reasons to Return
Even a strong “no” is just a “no” for now, not forever. If you are finding it impossible to move forward with a sale, don’t force it. You cannot force a relationship. It is sometimes better to move on if you can’t move forward, and wait for a better moment for a bigger sale down the road.
Seek Out Role Models
Who are the top salespeople in your company? Those are the people who already know how to be successful in sales. Seek their guidance and imitate their actions. Ask for a one-on-one informational interview. Inquire about their attitude, philosophies, approaches, past successes and failures, and ask for advice. Their invaluable insight will lead you to your own success in sales.
Never Stop Learning
Your quality of thinking determines the quality of your sales career. Successful salespeople commit themselves to their passion and continue to apply new skills learned through reading, audio programs, extensive training, seminars and practice. They wake up earlier, work harder and stay later. To succeed in sales, you must throw everything you have into your goal and do everything you can to improve your career.
Request our sales guide to uncover why you are not succeeding in sales. Take control of your sales career with Sandler Training | Salefish LLC's one-of-a-kind field-tested selling approach. We have spent more than three decades helping salespeople and businesses experience vast success. Let us help you, too.
