12 things every sales star knows

There are only three ways to sell more. Do more good. Do less harm. Now do both. Every sales superstar knows that there are many skills and attitudes that contribute to their success, but there are twelve critical attributes that sales superstars have integrated into their overall sales strategy. The following are in no particular order, but if you want consistent long-term success, you will embrace them and incorporate each of them into your routine sales attitudes and behaviors.

1. Make a sale, you will earn a living. Sell ​​a relationship and you can make a fortune.

Poor salespeople focus only on closing the sale. Successful salespeople focus on closing the sale and the relationship. What is your focus?

Selling isn’t just about closing the current prospect on a particular product or service that solves one of your urgent problems, needs, or wants. It’s about building a trusting relationship and partnership with them, becoming a resource and helping them solve their current problems, or meeting their ongoing and changing needs and wants. Superstars know that the lifetime value of a customer is much more than the value of a sale or transaction.

2. People buy when they are ready to buy, not when you need to sell.

It does not change people’s buying habits or circumstances. What you can do is discover them precisely and then try to create a sense of urgency. Many purchases are made due to impulse. It is important to discover those “real” reasons or circumstances why a potential customer would buy now, later, nothing, or never. Once she has discovered her real problems, the sales superstar tailors her appeal to those specific buying needs, wants, and circumstances.

3. When you sell the price, you rent the business. When you sell value, you own it.

Most poorly trained sellers tend to lower the price when they encounter price resistance. Any price, no matter how low, will always seem high to a potential customer or customer if its perceived value is low. The key to effectively managing price resistance is understanding this simple but profound concept.

Potential customers and customers say they want a low price, but what they really want is a low price. What is the difference?

Price is what customers pay for your product or service now. The cost is what the customer pays for buying late, not at all, or badly. It is your total cost over an extended period of time.

Sales superstars sell value and don’t defend price. In the long run, it is much easier to justify a high price if the value is there, than poor quality and constant product / service problems.

4. Your potential customer will tell you what you need to tell them to sell them.

Accurate and timely information is the key to successful sales. One of the biggest mistakes poor salespeople make is giving information before you get it. In other words, they talk too much. If you practice this approach, you will make one or all of the following mistakes. 1) You will give too much information (more than is necessary to make the sale). 2) You will give the wrong information (based on the potential customer’s needs, wants, wishes or problems). 3. You will give out information that could sabotage your success in both the short and long term.

5. If two people want to do business together, they won’t let the details get in their way. If two people don’t want to do business together, they will let any details get in their way.

If two people want to do business together, they won’t let any details get in their way. If a potential customer doesn’t want to do business with you, you’ll let even the smallest detail get in your way. We are talking about intention here. Sales superstars know how to identify the potential customer’s actual intent or purpose. They are not easily fooled and tend to dig deeper when they feel they are not getting the real truth from the prospect or client.

6. They need to work as hard to stay in business as they did to get it in the first place.

Many salespeople make a lot of promises or profit statements while trying to sell a new prospect. A key concept to keep in mind when selling is that the closing of the sale is not the end of the sales process, but the beginning of the sales relationship.

Sales superstars know that to ensure repeat business, customer loyalty, positive referrals, and qualified referrals, their after-sales service must be one of their strengths.

7. To sell more every year, they get better every year.

Life is an interesting relationship between paying the price and winning the prize. Between self-investment and rewards. Between investing time in personal development and your maximum success. It is never too late to start an aggressive and ongoing self-development program. There are hundreds of books to read, audio CDs to listen to, and seminars to attend. Sales stars don’t wait for your organization to invest in them and their future value. They take full responsibility for the quality of their life and their learning. They are proactive in seeking learning opportunities.

8. Manage their time and territory effectively.

Each of us has 24 hours to do what we want. Some salespeople wish they had more, while others wish time went by much faster. Some salespeople act as if they have an unlimited time bank available to them and that their prospects or clients will see them whenever the salesperson wants. Sales superstars understand the importance of making the most of every available selling minute.

9. The closing of the sale begins when the prospect agrees to see them.

People don’t like to make decisions. The main reason is that they do not want to make a wrong or wrong decision. Traditional sales closing methods ask people to make a decision. For instance. Do you want it in green or red? (Alternative option) Do you want to use your pen or mine? (Closing action) Can we write an order now? (Direct closure) Each of these closure techniques, while they work, has two fundamental problems.

1) They ask the potential customer to make a decision. 2) Sales superstars don’t wear them.

Few salespeople have a ‘close strategy’, a process they follow with each and every real sales opportunity. They are not trying to force a fit. They discover the potential customer’s sense of urgency or create it.

10. They never give up control of the sales process.

A common mistake poor salespeople make is that they lose control of the sales process at some point. There are many ways they accomplish this and here are a few for your consideration:

They quote the price before they have a chance to generate value.

They don’t ask enough questions early in the sales process. They just ramble.

They send literature when requested, without first qualifying the prospect’s agenda or reasons for requesting it.

They send people to your website without first getting basic rating information and without having a follow-up strategy after the potential customer has reviewed your site.

Controlling the sales process is one of the sales superstar’s key strategies. They understand that control is not manipulation, but rather is in the best interest of the prospect or customer. When the salesperson controls the sales process, he is never seen with a lost sale that he thought was on the bag.

11. They never project their buying biases onto the sales process.

The objection that you will tend to have the most difficulty answering successfully is the objection that is most consistent with your own value system.

If you are a price buyer and your potential customer objects to the price, they will tend to accept your objection. If you are the type of buyer who tends to think through decisions before making a purchase and your potential customer says, “We have to think it through.” Again, he will tend to accept your objection as rational or meaningful (because that’s the way you shop).

This simple act of accepting sales objections that resonate with you because you can relate to them is nothing more than projecting your personal attitudes, opinions, judgments, or biases onto the sales process. When you project your personal beliefs into the sales process, you are assuming that everyone who buys is buying the way you like to buy, and often for the same reasons. The sales superstar leaves his personal biases, prejudices and opinions at home.

12. They never lose their passion.

Passion is the great equalizer. You can make up for a lack of experience and knowledge. I’m not suggesting that you don’t develop your knowledge or expertise, only that until you do, others will interpret your passion as a strong belief in yourself, your mission, and your purpose.

Passion is different from enthusiasm. The old worn-out cliche says “Act with enthusiasm and you will become enthusiastic.” I have never subscribed to this philosophy. The reason is that if enthusiasm is an act that you use when things are going well, how do you behave when your life is falling apart? Are you that excited about failure, more trouble than you deserve, and any number of disappointments, frustrations, and adversities?