Most people can put on a smile, practice a firm handshake and put together a sales presentation. However, few people can stand out in the sea of 18 million salespeople and outsell their competition consistently. So, what separates the average salesperson from the closer?
1. Product Knowledge
Every salesperson should have an extensive understanding of their product – down to the smallest features. Nothing erodes trust more than a salesperson who doesn’t know how to answer a question. As a salesperson, be sure you do extensive research on the product or service you’re selling before reaching out to potential customers.
2. Prospecting Skills
Finding the right person in your target account is half the battle. The key to meeting your sales quota is to find leads and prospects who are genuinely interested or in need of your product or service. Using platforms such as Staccato Pro can help your sales team navigate the prospecting process and more effectively connect with the right people in target accounts.
3. Active Listening
Throw out the mentality of a one-size-fits-all sales pitch. Being an effective salesperson means listening to what your potential client needs and fully addressing their concerns. This is where knowing your product becomes instrumental. By listening to your prospect’s questions and needs, you avoid ‘pitching’ your product and instead, build the product/service solution that to addresses their specific challenges.
Whether you’re talking with your lead through email, via phone or in person, great communication is one of the primary skills a salesperson needs to succeed. A great salesperson is a great communicator. But it doesn’t just stop at verbal communication. You also need to take into account your overall speaking tone and body language. With Staccato’s Call Simulator, you practice your outreach and get valuable emotion analytics that detect if you were happy, anxious, over-eager etc. It’s a great way to better understand how your voice may impact your call outcomes.
5. Time Management
Being wise with your time is one of the primary skills of a great salesperson. It’s important to manage your time with the right leads. Cold calling uninterested prospects can waste a substantial amount of time. Great salespeople are strategic in who they reach out to in addition to ending their first sales call with a call to action. Rather than waiting to seal the deal during a future meeting, it’s important to initiate the next steps during your first conversation to quicken the pace of conversion from lead to customer.
6. Objection Handling
No matter how great your value proposition is, encountering objections is a common occurrence. The best salespeople are experts at handling objections and can accommodate a potential client’s needs while still adding the urgency to move the sale forward. This skill requires extensive practice and sales training.
7. Relationship Building
Sales isn’t just a series of numbers, graphics and speeches. Long-term sales success stems from a solid business relationship. It’s important to keep in contact with your customer even after the first sale is complete. You should strive to keep the relationship ongoing by checking in on their needs, seeing if they are satisfied with your product and finding out what their future plans are.
One skill that will make you stand out in a crowd of salespeople is being an adept storyteller. Many potential clients may have already been approached by multiple vendors that are similar to you. By telling a story about your product that relates to your audience, you’ll be able to make the benefits much more real and impactful.
9. Socially Active
If you’re not taking advantage of social selling on sites including LinkedIn and Twitter, you’re missing out on an enormous source for potential sales revenue. According to a study in Forbes, 78 percent of salespeople who use social media outperform their peers, and 98 out of 100 sales reps who have at least 5,000 contacts on LinkedIn meet or surpass their sales quotas.
Rejection is an inevitable aspect of being a salesperson. It’s not for the faint of heart! It takes a resilient attitude to accept the rejections, and simply move on to the next prospect. The most successful salespeople are the ones who developed a thick skin and persevered through the rejections.
Enacting these 10 skills in concert with using Staccato will help you outshine your competition and hit your quotas.