Today, I’m going to give you a few more tips on how to become a top performer in the field of selling. Keep in mind, everybody’s always looking for the secret sauce when it comes to having success. But, I have to let you know upfront that there are no shortcuts. Whatever opportunity you may have, you have to be willing to put an incredible amount of effort into it. In other words, you have to do what most people are not willing to do. You have to get up early. You have to go the extra mile. You must have consistency and most of all, you must make a commitment to never give up. If you commit to doing all of this, you will improve each and every day.
There is no such thing as a born salesperson, great salespeople are made. Let’s make that commitment and go for it. Here are some tips that will help you get to that level of becoming a top performer.
1) Ask good questions
People do not want to be sold to, they want to know that you are genuinely interested in helping them. The way we do that is by asking them good questions so we can find out the solution to their issues.
A top sales performer will be less interested in pitching and more interested in having conversations with prospects. Good conversational skills hinge on asking good questions. For example, in our business it’s important to find out what the prospects pain points are. A good question that you can ask is, “If you could, what would be the top two things you would change about your current experience?” As they are speaking, make sure that you are listening and do not interrupt them.
Conversations are more natural than pitches and are more comfortable for prospects. If a salesperson asks the right questions, they can uncover the customers needs and concerns and figure out the best way to address them.
2) Get to know your product and service
After a top salesperson figures out the prospect‘s needs and concerns, it’s important to determine the best solution for that particular prospect. Please remember that every prospect is unique. This is where the art of listening comes in, so you know exactly the best solution to help your prospect.
It’s important to understand the product and service, how it could help, and also have a few bits of data to back up the claims.
Product knowledge is vital, and we want to make a commitment to this, but it’s important not to fall into the trap of paralysis by analysis. I’ve seen far too many sales representatives not take the first step, using the excuse that they don’t know enough. The best way to learn is to get out there and fail—failure is part of the learning process. The best way to learn how to swim is to get in the water.
3) Build trust
When it comes to selling, the first step is to get the people to like you. Once they like you, they will listen to you. As they are listening to you, you are building trust.
Top salespeople realize that selling is much easier when prospects trust them. Approaching each prospect as a consultant rather than a salesperson changes the focus to helping rather than selling. This is how we build trust.
When it comes to selling, the reality is people are buying you. Put the prospect first and go out there and help them. You will find this will help you go a lot further than just trying to talk them into something.
Make a commitment to be a top performer in the field of sales. Work at these three areas this week and watch your production grow. Your future looks amazing!
Have a super successful selling week!
Regional Sales Manager RMS