Most salespeople struggle to determine if an opportunity will be a good customer, and not every prospect is a good fit. Successful salespeople can identify early on if a prospect is a good fit and worth investing their time. A lot of Salespeople's time and energy is wasted trying to convince someone who isn’t quite the right fit to buy your product. The best salespeople learn how to cut their losses and move on to the next prospect.
When working with your industry, you start to develop relationships with both vendors and customers. Developing contacts from your existing next and new social networks are the best way to find out about new opportunities and develop a reference network to establish trust. Average salespeople will start again from scratch, but exceptional salespeople will leverage their existing contacts to increase their sales potential. It is much easier to contact a warm lead in your network rather than starting cold. Join existing networks to increase your visibility!
All great salespeople are great listeners, and they listen to every single detail about their customers’ needs and requirements. Most salespeople plainly talk too much! There is a time to pitch your product, but most of the best time spent is to truly hear your prospect, make good eye contact and not appear to be distracted. A great salesperson uses their listening skills to assess and diagnose the issues and then presents a solution. This will allow you to appear as more of an expert in their eyes.
Average salespeople see themselves as product promoters and not professionals trying to provide a solution to meet the needs to a client. This is a skill that requires salespeople to be competent which consists of Skills, Awareness and Behaviors. This requires a lot of attention because without this awareness, you may come off looking bad to prospects and lose an opportunity before you even start! You want to appear confident, comfortable and secure with prospects, no matter what your real situation is. This will increase your likeability and they will be more likely to trust you.
Effective salespeople identify different types of people and their specific personalities. A CEO likes to digest information differently than a CFO, and you need to adapt your style to connect with your prospect. Doing this will make it easier for you to connect with people not like yourself! With this, you can then develop the best tactics to become more successful with your approach, and you need a different sales strategy for each type of buyer.