What makes the difference between a good salesperson and a great salesperson? It isn't just good luck. Chances are they are applying some or all of these 17 best practices.
Many people wonder what separates a top performing sales person from the rest of the pack. In most cases, it’s because they apply a number of best practices in their daily routine. Here are 17 best practices of top performing sales people.
1. They set HIGH TARGETS and goals.
Top performers don’t wait for their manager to issue an annual or quarterly quota. They set their own goals that are usually more ambitious than the corporate targets.
2. They carefully PLAN their quarter, month and week, as well as their daily schedule.
Too many sales people fly by the seat of their pants and only look at the day or week ahead instead of planning their month and quarter. Look at the big picture.
3. They set OBJECTIVES for every sales call.
It is essential to know exactly what you want to accomplish before you make your call (face-to-face or telephone).
4. They ASK high-value questions that probe to the heart of the issue.
Sounds simple but most sales people fail at this and ask weak, feeble questions. Top performers are comfortable asking tough questions that make their prospect think.
5. They LISTEN carefully to what their prospects and customers say instead of waiting for their turn to speak to the customer.
You can ask all the questions in the world but if you don’t hear what people tell you won’t be able to present the proper solution.
6. They CLARIFY the issue when they are unclear what their prospect means.
People often say things that are unclear and most sales people assume they know what their prospect means. Top performers take the time to fully understand by asking “What do you mean by that?” of “Can you clarify that for me?”
7. They WAIT TO PRESENT their product, service, solution or idea until they know exactly what their prospect’s situation is.
The majority of sales people jump too quickly into their ‘sales pitch’ but top performers are patient and wait for the right moment.
8. They begin every sales presentation with a brief RECAP of their understanding of the prospect’s situation.
Again, a simple concept but one that is greatly ignored by many sales people. A quick summary of your customers’ situation give you the opportunity to ensure that your presentation addresses their key issues.
9. They know how to ADAPT their sales presentation if their prospect’s situation has changed.
Making changes on-the-fly is challenging but it is one way to stand out from your competition. Learn how to modify your presentation when customer’s situation has changed from the time you initially met to the time you are delivering your presentation.
10. They know how to properly and effectively POSITION their product, service or solution.
The vast majority of sales people fail miserably at this. They talk, talk, talk but usually end up talking about aspects of their product or solution that have little or no relevance to their customer’s situation.
11. Their sales presentations FOCUS on the prospect.
Most sales presentations focus on the seller’s company, their product, or other trivial information that is of no interest to the customer.
12. They are PREPARED for potential objections.
Top performers anticipate objections and plan their response before their sales call.
13. They always establish the NEXT STEPS.
Decision makers are busier than ever which means they are more difficult to connect with. Avoid losing contact with a prospect by agreeing on the next steps after every sales call. Do this in face-to-face meetings and telephone calls.
14. They FOLLOW-UP after the initial call or meeting.
Many a sale has been lost because the sales rep failed to follow up after the initial call. You cannot rely on your prospect or customer to call you; you need to take this initiative. Set this up during your call or meeting.
15. They PROSPECT continually to keep their pipeline full.
It’s not uncommon for sales reps to experience peaks and valleys in their sales. This is usually a result of failing to prospect for new business on a regular basis. Avoid the highs and lows and schedule time to prospect for new business every week.
16. They deal with the DECISION-MAKER whenever possible.
Dealing with people who have little or no buying authority is a waste of time. However, many sales people fall into this trap because it is easier to connect with people other than the decision maker. And that may be true. However, in the long run, they end wasting their time because they don’t close the deal.
17. They look for ways to KEEP IN TOUCH with their customers.
A sale is not a one-time deal. However, you need to find ways to keep your name in your customer’s mind to prevent a competitor from squeezing in. Top performers incorporate this into their schedule and make it a priority.
Incorporate these strategies into your routine and you will quickly become a top performing sales rep too.
By © MMX Kelley Robertson, All rights reserved.
Kelley Robertson, President of the Robertson Training Group, works with businesses to help them increase their sales and motivate their employees. He is also the author of Stop, Ask, and Listen: Proven Sales Techniques to Turn Browsers Into Buyers. For information on his programs, visit his website at www.RobertsonTrainingGroup.com.
Many people wonder what separates a top performing sales person from the rest of the pack. In most cases, it’s because they apply a number of best practices in their daily routine. Here are 17 best practices of top performing sales people.
1. They set HIGH TARGETS and goals.
Top performers don’t wait for their manager to issue an annual or quarterly quota. They set their own goals that are usually more ambitious than the corporate targets.
2. They carefully PLAN their quarter, month and week, as well as their daily schedule.
Too many sales people fly by the seat of their pants and only look at the day or week ahead instead of planning their month and quarter. Look at the big picture.
3. They set OBJECTIVES for every sales call.
It is essential to know exactly what you want to accomplish before you make your call (face-to-face or telephone).
4. They ASK high-value questions that probe to the heart of the issue.
Sounds simple but most sales people fail at this and ask weak, feeble questions. Top performers are comfortable asking tough questions that make their prospect think.
5. They LISTEN carefully to what their prospects and customers say instead of waiting for their turn to speak to the customer.
You can ask all the questions in the world but if you don’t hear what people tell you won’t be able to present the proper solution.
6. They CLARIFY the issue when they are unclear what their prospect means.
People often say things that are unclear and most sales people assume they know what their prospect means. Top performers take the time to fully understand by asking “What do you mean by that?” of “Can you clarify that for me?”
7. They WAIT TO PRESENT their product, service, solution or idea until they know exactly what their prospect’s situation is.
The majority of sales people jump too quickly into their ‘sales pitch’ but top performers are patient and wait for the right moment.
8. They begin every sales presentation with a brief RECAP of their understanding of the prospect’s situation.
Again, a simple concept but one that is greatly ignored by many sales people. A quick summary of your customers’ situation give you the opportunity to ensure that your presentation addresses their key issues.
9. They know how to ADAPT their sales presentation if their prospect’s situation has changed.
Making changes on-the-fly is challenging but it is one way to stand out from your competition. Learn how to modify your presentation when customer’s situation has changed from the time you initially met to the time you are delivering your presentation.
10. They know how to properly and effectively POSITION their product, service or solution.
The vast majority of sales people fail miserably at this. They talk, talk, talk but usually end up talking about aspects of their product or solution that have little or no relevance to their customer’s situation.
11. Their sales presentations FOCUS on the prospect.
Most sales presentations focus on the seller’s company, their product, or other trivial information that is of no interest to the customer.
12. They are PREPARED for potential objections.
Top performers anticipate objections and plan their response before their sales call.
13. They always establish the NEXT STEPS.
Decision makers are busier than ever which means they are more difficult to connect with. Avoid losing contact with a prospect by agreeing on the next steps after every sales call. Do this in face-to-face meetings and telephone calls.
14. They FOLLOW-UP after the initial call or meeting.
Many a sale has been lost because the sales rep failed to follow up after the initial call. You cannot rely on your prospect or customer to call you; you need to take this initiative. Set this up during your call or meeting.
15. They PROSPECT continually to keep their pipeline full.
It’s not uncommon for sales reps to experience peaks and valleys in their sales. This is usually a result of failing to prospect for new business on a regular basis. Avoid the highs and lows and schedule time to prospect for new business every week.
16. They deal with the DECISION-MAKER whenever possible.
Dealing with people who have little or no buying authority is a waste of time. However, many sales people fall into this trap because it is easier to connect with people other than the decision maker. And that may be true. However, in the long run, they end wasting their time because they don’t close the deal.
17. They look for ways to KEEP IN TOUCH with their customers.
A sale is not a one-time deal. However, you need to find ways to keep your name in your customer’s mind to prevent a competitor from squeezing in. Top performers incorporate this into their schedule and make it a priority.
Incorporate these strategies into your routine and you will quickly become a top performing sales rep too.
By © MMX Kelley Robertson, All rights reserved.
Kelley Robertson, President of the Robertson Training Group, works with businesses to help them increase their sales and motivate their employees. He is also the author of Stop, Ask, and Listen: Proven Sales Techniques to Turn Browsers Into Buyers. For information on his programs, visit his website at www.RobertsonTrainingGroup.com.
the north face clearance, 03:25, 30th of October
Admiring the persistence you put into your website and detailed information you offer. It's good to come across a blog every once in a while that isn't the same old rehashed material. Great read! I've bookmarked your site and I'm including your RSS feeds to my Google account. the north face clearance http://thenorthfaceclearance.blinkweb.com/
louis vuitton store, 03:27, 15th of December
Hello. fantastic job. I did not expect this. This is a excellent story. Thanks! louis vuitton store http://regts2013.overblog.com/
wow gold, 06:03, 11th of January
Just wish to say your article is as astonishing. The clearness in your post is simply great and i could assume you're an expert on this subject. Well with your permission allow me to grab your feed to keep updated with forthcoming post. Thanks a million and please keep up the enjoyable work. wow gold http://www.wow-gold-team.com/
buy wow gold, 11:53, 21th of January
I truly appreciate this post. Iˇve been looking everywhere for this! Thank goodness I found it on Bing. You've made my day! Thanks again buy wow gold http://www.wow-gold-team.com
威哥王:http://www.allkanpou.com/product/威哥王.html 五便宝:http://www.allkanpou.com/product/五便宝.html 巨人倍増:http://www.allkanpou.com/product/巨人倍増.html 曲美:http://www.allkanpou.com/product/曲美.html 紅蜘蛛:http://www.allkanpou.com/product/紅蜘蛛.html 媚薬:http://www.allkanpou.com/product/BlackLeopard.html 三体牛鞭:http://www.allkanpou.com/product/三体牛鞭.html ハナチ:http://www.allkanpou.com/product/花痴.html 蟻力神:http://www.allkanpou.com/product/蟻力神.html 花痴:http://www.allkanpou.com/product/花痴.html 天天素:http://www.allkanpou.com/product/天天素.html 中絶薬:http://www.allkanpou.com/product/中絶薬RU486.html http://www.allkanpou.com ANT KING:http://www.allkanpou.com/product/アリ王蟻王,ANTKING.html SEX DROPS:http://www.allkanpou.com/product/sex-drops.html SPANISCHE FLIEGE:http://www.allkanpou.com/product/SPANISCHEFLIEGED6.html V26:http://www.allkanpou.com/product/V26.html v26 カプセル:http://www.allkanpou.com/product/guoran1.html VigRx:http://www.allkanpou.com/product/VigRx.html くらはちほう:http://www.allkanpou.com/product/蔵八宝.html さんべんぼう:http://www.allkanpou.com/product/三便宝8.html しんいちつぶしん:http://www.allkanpou.com/product/新一粒神.html, 00:54, 01th of April
威哥王:http://www.allkanpou.com/product/威哥王.html 五便宝:http://www.allkanpou.com/product/五便宝.html 巨人倍増:http://www.allkanpou.com/product/巨人倍増.html 曲美:http://www.allkanpou.com/product/曲美.html 紅蜘蛛:http://www.allkanpou.com/product/紅蜘蛛.html 媚薬:http://www.allkanpou.com/product/BlackLeopard.html 三体牛鞭:http://www.allkanpou.com/product/三体牛鞭.html ハナチ:http://www.allkanpou.com/product/花痴.html 蟻力神:http://www.allkanpou.com/product/蟻力神.html 花痴:http://www.allkanpou.com/product/花痴.html 天天素:http://www.allkanpou.com/product/天天素.html 中絶薬:http://www.allkanpou.com/product/中絶薬RU486.html http://www.allkanpou.com ANT KING:http://www.allkanpou.com/product/アリ王蟻王,ANTKING.html SEX DROPS:http://www.allkanpou.com/product/sex-drops.html SPANISCHE FLIEGE:http://www.allkanpou.com/product/SPANISCHEFLIEGED6.html V26:http://www.allkanpou.com/product/V26.html v26 カプセル:http://www.allkanpou.com/product/guoran1.html VigRx:http://www.allkanpou.com/product/VigRx.html くらはちほう:http://www.allkanpou.com/product/蔵八宝.html さんべんぼう:http://www.allkanpou.com/product/三便宝8.html しんいちつぶしん:http://www.allkanpou.com/product/新一粒神.html
中絶薬:http://www.allkanpou.com/product/中絶薬RU486.html 九鞭粒:http://www.allkanpou.com/product/jiubianli.html 三便宝:http://www.allkanpou.com/product/三便宝.html 五便宝:http://www.allkanpou.com/product/五便宝.html 催情:http://www.allkanpou.com/product/D10.html 催淫:http://www.allkanpou.com/product/絶對高潮6.html 催淫カプセル:http://www.allkanpou.com/product/SexSells.html 催淫通販:http://www.allkanpou.com/product/SPANISCHEFLIEGED6.html 女性用媚薬:http://www.allkanpou.com/product/GermanyGirls.html 媚薬蟻王:http://www.allkanpou.com/product/アリ王蟻王,ANTKING.html 巨根カプセル:http://www.allkanpou.com/product/巨根.html 性欲増強:http://www.allkanpou.com/seiryokuzai/強化性欲.html 新一粒神:http://www.allkanpou.com/seiryokuzai/新一粒神.html 曲美 ダイエット:http://www.allkanpou.com/seiryokuzai/曲美.html 法国性奴:http://www.allkanpou.com/product/SexSells.html 漢方精力剤:http://www.allkanpou.com 狼1号:http://www.allkanpou.com/product/狼1号.html 男宝:http://www.allkanpou.com/product/男宝.html 男根増長素:http://www.allkanpou.com/product/ngzzw.html 福源春:http://www.allkanpou.com/product/福源春.html 狼一号:http://www.allkanpou.com/product/狼1号.html 男宝:http://www.allkanpou.com/product/男宝.html 福源春カプセル:http://www.allkanpou.com/product/福源春2.html 曲美 正規品:http://www.allkanpou.com/product/曲美.html 紅蜘蛛 液体:http://www.allkanpou.com/product/紅蜘蛛.html 終極痩身:http://www.allkanpou.com/product/zhongjishoushen.html 絶對高潮:http://www.allkanpou.com/product/絶對高潮.html 絶對高潮カプセル:http://www.allkanpou.com/product/絶對高潮.html 蒼蝿水:http://www.allkanpou.com/product/蒼蝿水.html 蒼蝿粉:http://www.allkanpou.com/product/蒼蝿粉.html 西班牙蒼蝿水:http://www.allkanpou.com/product/蒼蝿水2.html 魔根:http://www.allkanpou.com/product/魔根金中草.html 男露888:http://www.allkanpou.com/product/男露888.html ペニス増大:http://www.allkanpou.com/product/ProExtender.html ペニス増大:http://www.allkanpou.com/product/MaxMan.html 媚薬:http://www.allkanpou.com/product/SpanishFly.html ダイエット:http://www.allkanpou.com/product/guaerdou.html 催淫:http://www.allkanpou.com/biyaku/催淫.html 脂肪燃焼:http://www.allkanpou.com/product/SlimEnergy.html 終極痩身:http://www.allkanpou.com/product/zhongjishoushen.html 絶對高潮:http://www.allkanpou.com/product/絶對高潮.html 絶對高潮カプセル:http://www.allkanpou.com/product/絶對高潮.html, 01:51, 01th of April
中絶薬:http://www.allkanpou.com/product/中絶薬RU486.html 九鞭粒:http://www.allkanpou.com/product/jiubianli.html 三便宝:http://www.allkanpou.com/product/三便宝.html 五便宝:http://www.allkanpou.com/product/五便宝.html 催情:http://www.allkanpou.com/product/D10.html 催淫:http://www.allkanpou.com/product/絶對高潮6.html 催淫カプセル:http://www.allkanpou.com/product/SexSells.html 催淫通販:http://www.allkanpou.com/product/SPANISCHEFLIEGED6.html 女性用媚薬:http://www.allkanpou.com/product/GermanyGirls.html 媚薬蟻王:http://www.allkanpou.com/product/アリ王蟻王,ANTKING.html 巨根カプセル:http://www.allkanpou.com/product/巨根.html 性欲増強:http://www.allkanpou.com/seiryokuzai/強化性欲.html 新一粒神:http://www.allkanpou.com/seiryokuzai/新一粒神.html 曲美 ダイエット:http://www.allkanpou.com/seiryokuzai/曲美.html 法国性奴:http://www.allkanpou.com/product/SexSells.html 漢方精力剤:http://www.allkanpou.com 狼1号:http://www.allkanpou.com/product/狼1号.html 男宝:http://www.allkanpou.com/product/男宝.html 男根増長素:http://www.allkanpou.com/product/ngzzw.html 福源春:http://www.allkanpou.com/product/福源春.html 狼一号:http://www.allkanpou.com/product/狼1号.html 男宝:http://www.allkanpou.com/product/男宝.html 福源春カプセル:http://www.allkanpou.com/product/福源春2.html 曲美 正規品:http://www.allkanpou.com/product/曲美.html 紅蜘蛛 液体:http://www.allkanpou.com/product/紅蜘蛛.html 終極痩身:http://www.allkanpou.com/product/zhongjishoushen.html 絶對高潮:http://www.allkanpou.com/product/絶對高潮.html 絶對高潮カプセル:http://www.allkanpou.com/product/絶對高潮.html 蒼蝿水:http://www.allkanpou.com/product/蒼蝿水.html 蒼蝿粉:http://www.allkanpou.com/product/蒼蝿粉.html 西班牙蒼蝿水:http://www.allkanpou.com/product/蒼蝿水2.html 魔根:http://www.allkanpou.com/product/魔根金中草.html 男露888:http://www.allkanpou.com/product/男露888.html ペニス増大:http://www.allkanpou.com/product/ProExtender.html ペニス増大:http://www.allkanpou.com/product/MaxMan.html 媚薬:http://www.allkanpou.com/product/SpanishFly.html ダイエット:http://www.allkanpou.com/product/guaerdou.html 催淫:http://www.allkanpou.com/biyaku/催淫.html 脂肪燃焼:http://www.allkanpou.com/product/SlimEnergy.html 終極痩身:http://www.allkanpou.com/product/zhongjishoushen.html 絶對高潮:http://www.allkanpou.com/product/絶對高潮.html 絶對高潮カプセル:http://www.allkanpou.com/product/絶對高潮.html