You know it as well as I do: there are far more originators, ‘salespersons’, than ever before, and even fewer clients. Those that truly understand, appreciate and apply essential sales skills daily will swiftly rise above the competition in the months to come. My primary objective is to assist you in this process. Here are 9 surefire ways to becoming the best you can be in selling.
1) Overcome the key negative psychology about sales. Almost every average salesperson, if left to their own devices, starts out by giving a new client a sales presentation. The problem is that when clients are getting the presentation, they feel like they are being "sold to" and they become defensive. People don’t like to be sold, but they love to buy! Top salespeople trump this problem by building the relationship first, making the buyer comfortable with them. Second, they ask the client about their requirements -- the issues, the pain, the problems, the needs, and third, they come back with a solution. The whole psychology has changed because the salesperson is now helping their new friend solve a problem. Become an advisor, a counselor, a problem solver.
- Average salespeople: Present solutions first
- Super salespeople: Build relationship first, ask about requirements second and then present a solution
2) Understand the power of referrals. Top salespeople are trained to always ask for referrals. The absolute best source of referrals is the salesperson's current delighted clients. The difference between average salespeople and top salespeople is that the average ones never ask for referrals. Top salespeople always do.
- Average salespeople: Never ask for referrals
- Super salespeople: Always ask for referrals
The 9 Skills of Super SalesPeople - Ryan Steinert
