The top 5% of all sales professionals seems to have most of the following qualities, traits, styles and attitudes. I've included the traditional/old selling skill in parenthesis. Obviously, these Top 10 Secrets go the next step beyond the traditional way of describing them. How to improve sales performance:
1. An obvious and compelling Passion for People, not just the for product or service. (OLD: Really believe in the product/service.)
Super Sales Professionals care SO much for people and helping them to solve their problems/get their buying needs met that the buyer FEELs this. It's not an act; it's a calling.
2. An ability to help the prospective customer to FEEL. (OLD: Find/create pain.)
The Super Sales Professional doesn't just look for the hot buttons as a way of getting the person to buy. Instead, they help to create a possibility that EXCITES the buyer.
3. A willingness to sell to the buyer's buying strategy instead of using a collection of selling techniques and hoping for a connection. (OLD: Using a technique that works for you.)
This requires a certain humility because the Super Sales Professional makes the buyer more important than the Super Sales Professionals collection of selling skills. Every buyer has their preferred way to purchase; get to know these in general and quickly discover the preferred way that your potential customer buys/makes a decision, etc.
4. An ability to peg/discern who is going to be a buyer and who is not. (OLD: Ability to qualify prospects quickly.)
Super Sales Professionals have a sixth sense that helps them to distinguish between tire kickers and real buyers. This sixth sense is develop-able. And, it saves LOTS of time and frustration when mastered.
5. Ability to easily match the EXACT features/benefits of the product with the client's spoken or unspoken needs or wants. (OLD: Sell the sizzle, not just the steak.)
No buyer cares about ALL of the features and benefits; they usually only care about 1 or 2 of them. Your mission: Sense, feel or discover (by asking questions, guessing) the key benefits that turn this discussion into a sale, quickly.
6. Not needing to have to make the sale. (OLD: Don't appear too hungry.)
Hungry salespeople scare away the meal.
7. Discerning the appropriate next step for the buyer and helping them to see how your product/service is the obvious choice. (OLD: Sell to the need.)
This requires some thinking and feeling. When you can size up your buyer and look "ahead" for/with them, you'll see a picture of what's next and be better able to language how your product/service can assist them in their progress.
8. Having enough evidence of how REALLY effective valuable your product/service is and then sharing that with confidence. (OLD: Know your product/service well.)
When you've seen enough customers do extremely well with your product or service (not just well, but EXTREMELY well), you'll not be hesitant to share how well your product/service works. Facts inspire confidence. Get to know the real facts about how effective your product or service performs and delights customers, and you'll be a FEARLESS sales professional.
9. Naturally adding value to everyone you touch, buyer or not. (OLD: Be a resource to potential customers.)
Either you seek to add value to everyone or you don't.
10. Be human, be light and be real with everyone. Don't perform or act. (OLD: Create rapport.)
Drop the pretense, the false sincerity, the I'm-your-new-best friend, the I'm-here-to-SERVE-you-at-least-as-long-as-I-think-there's-a-chance-that-you'll -buy-something-from-me.
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