Successful salespeople tend to have their own individual technique that makes them good at what they do. But what are some things a newer salesperson can do to improve their skills? What exercises or routines can I do to improve my own skills when sales is not my first trade?
Here’s a few off the top of my head:
Be Listening: ask more leading questions and get your prospect talking. That old saying “you have 2 ears and 1 mouth for a reason” rule really applies here. Come to sales calls prepared to listen.
Be Knowledgeable: know your product or service inside and out. Today’s world is all about delivering MORE value to your clients. If every sales call you have to bring 1 or 2 more technical resources, why does the client need you? Invest in continuing education and training.
Be Responsive. No more than 24 hours without a response. Responses should be same day if anything. Someone is always hungrier if you’re not.
Be Honest. People aren’t dumb and can smell BS. If you don’t know an answer to a client question, say “I don’t know, but I have made a note and will get an answer back to you by 5pm”.
Set Realistic Expectations. Better to under-promise and over-deliver than vice-versa.
Good luck selling!