By Cliff Kiel, Purchasing Power’s Vice President, General Sales Manager. Connect
These 15 sales tips were outlined by Barrett Riddleberger, founder and CEO, xPotential Selling. in a November 16 Inc.com article, he published this list which he collected from successful salespeople. There are many great points here and I wanted to share it with you.
- Business knowledge is the backbone of professional selling. An integral part of sales training is business training. You must understand how each business functions and how your solution fits into the buyer’s business model in order to be a vendor of choice.
- Define your Ideal Customer Profile. This task comes first so you can identify high probability prospects and not waste time pursuing unqualified buyers.
- Make your CRM work for you. List building is critical. Use non-selling time to update and manage the data in your CRM system. Use the data to help set your schedule and focus on high probability buyers.
- Elevate your positioning to Trusted Business Advisor. Your goal is not to be merely a seller of products and services, but to become a trusted business advisor. Buyers require more than what you sell, but also the value and expertise you bring to their organization.
- Modify your personality style to accommodate your prospects. Buyers have different personalities. Analytical types want lots of details. Directors, however, need to be spoon feed information as they request it. They prefer the big picture and don’t want to become immersed in details, either face-to-face or in emails.
- Effective prospecting is the result of Quantity and Quality. Your lead generation strategy must consist not only of sufficient quantity of prospects, but your execution must be of sufficient quality to convert your touches into appointments.
- Celebrate your wins. Use each sale, award or accomplishment as an opportunity celebrate and build bonds with family and friends. It’s motivating and can be a lot of fun. Don’t wait for someone else to recognize your successes.
- Qualify first. Sell second. Your first order of business in the sales process once you have secured a meeting is to qualify the buyer.
- Know why you do what you do. Your mission statement should clearly articulate why you’re in business, which is the unique value you bring to your customers.
- Keep your presentation simple. Confusing buyers with complicated presentations, industry jargon, complex graphs or the latest buzzwords will send them scurrying to buy from your competitors.
- Gain depth in every account. Get to know as many people inside of every customer’s organization in order to prevent getting swept out with regime changes.
- Good words, delivered well. Salespeople say they do not like scripts. In reality, they do like scripts. What they don’t like is to sound scripted. Memorize good words and phrases. Practice (a lot) using them in conversation so they flow naturally.
- Discover the power of research. One of the most powerful tools you can use on a sales call is research because it builds trust and positions you as an expert.
- Get your hands on your prospects’ free stuff. Sign up for a prospect’s newsletter, emails, product samples, RSS feed or social media pages to learn about their business. Use the information to approach and sell with credibility.
- Embrace objections. Objections are opportunities to uncover weaknesses in your selling skills. They also help you discover if you want to do business with the buyer.
Take these sales tips and apply them to your sales process. I know there are some in here that will help you. Always work to improve your performance. Remember, nothing happens until a sale is made.