Careers Hub | 5 secrets of successful salespeople

Jul 8, 2022

Tarlia Smedley

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    Do you wonder why some salespeople are so successful? Sales is a numbers game, and it can be difficult to consistently meet your quotas month after month. However, anyone can reach their goals with the right strategy and perseverance. Read on to learn some of the secrets of successful salespeople.

     

    1 – Be Proactive

    Salespeople who are proactive have a strong sense of urgency. Rather than waiting for the opportunity to come to you, you’re waiting for an opportunity to happen. It’s not about the product; it’s about the opportunity. When you’re proactive, you’re working behind the scenes to shape the right environment for a sale. It’s not a guessing game; you’re actively building relationships that could lead to a sale. Proactive selling isn’t all about reaching the phone at any time of the day. It’s more about creating a selling culture. Salespeople who are proactive tend to be more productive because they spend less time on unproductive activities and are more likely to close deals. Furthermore, proactive salespeople are less likely to feel stressed because they’re able to see results immediately.

     

    2 – Help Your Prospects Feel Comfortable

    In sales, there is nothing worse than a “cold call.” Cold calls are salespeople calling without an introduction or lead. Cold calls can result in a few things. One, you could offend your prospect, which could lead to a lack of trust and a lack of return calls. Two, you could leave your prospect with a bad taste in their mouth, making them feel awkward around salespeople and less likely to return calls. 

    Before you call a prospect, be sure to do some research. Get to know your prospect and find out if they’re a good fit for you and your product. For example, if they’re looking to grow their business, be sure to talk about the ways you can help them. Once you’ve gotten to know your prospect, you can start to build rapport. Rapport is a two-way conversation. It’s not just about what your prospect says but also about how they say it. Salespeople who are good at building rapport are warm, friendly, and easy to talk to. They’re also respectful and make their prospects feel comfortable.

     

    3 – Become a Closer

    One of the best ways to improve your sales is to become a closer. A closer is someone who helps close deals. In order to become a closer, you need to get comfortable with “cold calling” your prospects.

    Cold calling is the practice of calling someone without any prior contact or introduction. Cold calling is uncomfortable for most people. Cold calling is not about talking someone into buying something. Instead, it’s about finding out if there is a need for your solution and identifying the person who might be best able to solve that need.

     

    4 – Establish Builders Talks

    Builders talks are the small conversations you have with your prospects after the initial sale. There are two types of builders talks: affirmative builders and corrective builders. 

    Affirmative builders are positive conversations focused on the future. They include talking about the next steps, the next appointments, and the next steps for your product.

    Corrective builders are negative conversations focused on the past and the potential for your prospect to make mistakes. They include talking about obstacles, potential pitfalls, and the potential for mistakes.

    After the sale, you need to keep building rapport. While you’re focused on your next deal, you can continue to develop your relationship with your prospect.

     

    5 – Show You Care

    As a salesperson, it’s important to show your prospect that you care. As a salesperson, it’s important to show your prospect that you care. Once you do, your prospect will be much more willing to open up to you and help you close deals. Let’s say you’ve recently met a prospect and you’re interested in closing a sale with them. How can you show them that you care? Here are some ways you can show you care:

    • Make a follow-up call or send an email thanking them for their business.
    • Offer to do a quick project for them and show your value.
    • Find an opportunity to mention their name in conversation with someone else.

     

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