Have you ever asked a child what they want to be when they grow up and heard them say, I want to be a salesperson? Probably not! If you ask a current salesperson or sales manager if they had always planned to be in sales, most will tell you how they ended up in sales, which means there is a lot of on-the-job training!
Successful salespeople shared things they have learned along with the way with our team, and we want to share them with you.
- Slow down before offering discounts. If you must give a discount? Don’t start with the most you can provide. For example, instead of offering 10%, why not start with 3%? Then, you can offer the 10% discount later if you must.
- If you hear something you don’t know or understand, ask about it. Recently on Shark Tank, a contestant played a video of a famous athlete promoting the product. The sharks were impressed. Lori Greiner spoke up and said, “I am sorry, I don’t know who that is.” People took turns filling her in on the athlete and his successes. You are wise to speak up when you don’t know something. Successful salespeople avoid relying on assumptions.
- Understand the value of your time. There are approximately 233 workdays in a year for the average worker in the United States when you exclude holidays, weekends, and PTO. Most people work about 9 hours a day. Therefore we work for an average of 2,097 hours a year. Your time is worth approximately: your goal or quota divided by 2,097 hours. Example – For a goal of $2,000,000 / 2,097 hours = $953.74 an hour. Your time is worth $953.74 an hour. Try this with your goal in the formula and discover what your time is worth. Knowing the value of your time helps you manage your priorities and allocate your time among your accounts.
- Prospects buy what your product does, not what it is. Focus on what your solution does and not what it is. Discuss and demonstrate how your product or solution helps your prospects accomplish their endeavors. Ask questions to understand what your customers value.
- Strive to be a better listener. Never interrupt. Avoid thinking about what you want to say when someone else is speaking. Silence is good and appreciated. Give yourself time to think.
- Reach out to all buying influences in an account. Understand their role. Start at the top. It is easier to go down the ladder than to climb the ladder.
- Learn about the four social styles. Don’t treat everyone the same way. Recognize that some people are fast or slow-paced, some are task-oriented, and others are people-oriented. Adjust your communication style so your prospects are comfortable.
We hope these tips speed up your learning curve if you are new to sales. If you have been selling for a while, you may have acquired some bad habits. Ask yourself if your habits need tweaking. If you want to invest in yourself and continue growing, join one of our upcoming classes.