Be Different or be dead

March 2, 2015

7 really simple things that make a great salesperson

Source: Unsplash

What defines a great salesperson?

The number of products sold and revenue generated?

No.

Products and revenue are the result of the sales effort; the more effective the sales effort the higher the economic return to the organization and the higher bonus for the salesperson.

Here are the 7 things that define outstanding sales effort:

1. Taking a long term view of what the customer needs, not exploiting the moment and driving to make an immediate sale;

2. Creating an enjoyable experience for the customer, not using the engagement process as a platform to feed the salesperson’s ego;

3. Enhancing the relationship with the customer not pushing products at them because of the sales quota in place;

4. Asking questions as the engagement priority as opposed to telling the customer what they need;

5. Respecting silence in the conversation rather than filling the air with the sales pitch;

6. Honouring integrity and honesty rather than bending the truth and doing whatever it takes to make the sale;

7. Achieving the outcome that is best for the customer which may not completely fulfill the personal agenda of the salesperson.

How do you know if a salesperson puts in an effective effort?

Ask their customers.

Here’s what they say about the standout ones:

— “I refuse to buy from anyone else.”

— “She is the only one I trust.”

— “I often go out of my way to create the sales opportunity for her.”

— “I feel guilty talking to anyone else about what I need.”

— “I don’t feel confident dealing with anyone else.”

— “I am ok to wait until she is available.”

— “I am quite willing to be inconvenienced in order to buy from her.”

— “I am thankful to have her looking out for my long term interests.”

— “I think of her as a close friend.”

— “I honestly believe she cares about me and what my problems are.”

— “She’s in it for the long term with me.”

— “She is always there to talk to me when I need to.”

— “She never pushes products at me.”

— “She is the best listener I have ever known.”

How many salespeople can claim their customers make even one or two of these statements?

In my experience, very few.

Cheers,
Roy
Check out my BE DiFFERENT or be dead book series

• Posted 3.2.15 at 06:54 am by Roy Osing
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