Being a successful salesperson is about working smart and making the right technology choices. By making few changes to the way you work, it will become easier to achieve your goals. So here are 5 habits of successful sales people to get you started.
Know what you are talking about
A successful sales person knows the ins and outs of the product or service they are selling. They do not get caught up even on the most detailed question and hence earn the trust of the other party early in the process. So, take the time to learn the product or service and don’t be afraid to get your hands dirty when it comes to learning the technicalities, even if it means taking a bit longer as you will be rewarded in the end.
Make choices that help you use your time wisely. Being productive is the number of one trait of successful salespeople so don’t waste your time in tasks with minimal return. Admin tasks are a great example of a time thief that have a minimal impact on the bottom line. And rather than delegating those admin tasks, familiarise yourself with the apps and tech out there to eliminate and automate these as much as possible.
Use the right technology and automation
Don’t let technology get in the way of closing sales. Utilise software and apps that make it easier to keep in touch with your prospects and clients, help you remember your conversations and bump up your productivity by giving you more time to sell. When 25% of your time is spent on admin tasks, actively seek apps and tools can make a difference. For Salesforce users, the AppExchange offers a plethora of apps to boost productivity from call tracking to document automation and automate the creation of quotes, contracts and sales presentations.
Be a good listener
It may be tempting to give your shiny pitch to a prospect in the first sentence, but listening is more important. Listen to your prospect or client’s issue and make sure you understand their pain points by asking questions. Only then deliver your pitch, and make sure it relates to what you have just been talking about.
Don’t stop here
Keep learning and developing your skills. Take every opportunity to learn from unsuccessful deals and identify what you could have done differently. Don’t let temporary setbacks to affect your confidence. Most successful sales people bounce back immediately after a “no” and move on to the next opportunity.