What’s the secret to a successful career in sales? Sales can offer a very lucrative career - but it’s not for the faint-hearted! If you want to reap the rewards of a fruitful career in sales, you need to be prepared to go above and beyond in your approach.
So if you’re absolutely certain you have the drive to become an unstoppable sales pro, read on to learn about the habits of highly successful sales performers.
This is the most basic (but often overlooked) step in sales. To instil confidence in your customers, you need to show them you know what you’re talking about. Learn the product inside-out to sell more effectively!
Be aware of who’s doing most of the talking: you or your customer? You don’t want to talk at them. Your clients will lose interest and they won’t feel heard. Instead, consult them by asking questions.
To be a successful sales consultant, you must be a strong communicator. And it’s not just what you say, but how you say it. Studies have shown 93% of communication is non-verbal in nature. That means you should be using varied intonation and open body language to strengthen your sales technique!
One of the greatest ways to differentiate yourself (particularly in a crowded market) is by building a strong relationship with your customers. Be personable and show them you’re a trustworthy consultant. Rapport can often be the difference between a closed deal and an abandoned deal!
There are only so many hours in a day, so it’s important you use them wisely! This is especially true for sales where it can often be the fastest finger that wins the race. So don’t just wing your day - be intentional. Carve out time slots and know exactly when to focus on admin, sales and meetings.
Did you know 80% of sales require 5 follow-up calls? Don’t give up if you don’t close the deal at the first encounter. Go the extra mile and follow up with your clients to get real results.
Chances are your customers will shop around and compare services before making a purchase. That’s why it’s essential you know your competitors and can educate your customers on this. Find out exactly what it is you offer that customers simply won’t find elsewhere.
Listing features alone is one of the biggest pitfalls of the average sales consultant. Simply telling your customers that a rucksack is made from Gortex isn’t a powerful pitch. But explaining that they’ll be able to go hiking in torrential rain and still, their iPhone won’t feel a single drop of moisture is a much better way of putting it. Always explain why it matters.
Sales isn’t always plain sailing. The most successful sales performers recognise this and are able to ride the waves. You may be on a winning streak for 3 consecutive months only to hit an unexpected dry spell. Celebrate the highs, but expect lows too!
Successful sales consultants have large networks. One of the most powerful ways to build your networks is by consistently asking for referrals. The larger your network, the bigger your chance of success.
Always look for opportunities to maximise your sales by cross-selling different products and services to your customer. That’s not to say you should just chuck everything at them and see what sticks. Make sure all your suggestions are quality and based on their individual needs.
The last thing you want to do is leave your customer feeling confused. Appreciate that not everyone is going to understand technical terms and that you’ll likely need to find simpler ways of explaining certain concepts to customers. The simpler you can keep it, the better!
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Vanessa Ramkissoon | Recruitment Content Expert