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- Selling Habits of Effective Reps
- Tips to Become A Better Salesperson
- Life Habits of Effective Reps
- Motivation Habits of Effective Reps
- Put These Habits Into Practice
1. Identify and stick to your buyer personas.
A clearly defined buyer personais crucial to an effective sales process. And, a sales rep who sticks to that persona is effective in generating sales. Otherwise, a salesperson might fall back on spray-and-pray tactics that result in inefficient prospecting. An effective rep researches the prospect to make sure they’re a good fit. They stick to their ideal buyer persona and know exactly whom they're selling to and why. Further Reading: 20 Best Buyer Persona Questions to Ask Customers [Free Tem...
2. Use a measurable, repeatable sales process.
Low-performing reps let intuition guide them. High-performing reps use a process that’s optimized to move as many prospects as possible from “connect” to “close.” Low-performing reps sometimes let things slip through the cracks. High-performing reps know the state of every deal in their pipeline, what actions they’ll take next, and when. Low-performing reps rarely analyze results — because they haven’t been tracking them. High-performing reps obsessively review key metrics and adjust as neces...
3. Know your product.
Being able to sell is half the battle. Understanding what you’re selling is the other (often under-appreciated) half. In the old days, selling relied on charm and snake-oil tactics. But now that prospects have more access to information than ever before, they’re not fooled so easily. To gain their trust and add value to their lives, you have to truly know your product and why it’s valuable to your prospect. Further Reading: Product Knowledge: How to Train Sales on the Thing They're Selling
10. Shadow your peers.
Want to improve your objection handling? Identify the salesperson who's best at it within your company and ask if you can shadow a few of their calls. Learning from your peers is a great way to get better at your job while building strong relationships with your coworkers. Further reading: Why Coachability Is Key to Sales Success
11. Practice your people skills.
Excellent small talk is a learned skill — and one that's crucial to salespeople's success. Whether you're at a housewarming party or a networking event, practice making other people feel at ease. Notice what makes them open up, zone out, and laugh, and take what you learn back to the office. Further reading: How to Make the Most of Sales Networking – Tips, Mistakes, and Examples How to Network Remotely in Sales [+ Tips]
12. Be a team player.
So much of sales pop culture glorifies the lone wolf. But the best salespeople know it takes a village to build a career and a successful sales team. Help your colleagues, and know when to ask for help — that's the key to a long, fulfilling sales career. Further reading: Sales Culture: How to Build a High Performance, Healthy Sales Team
18. Stay balanced.
Salespeople experience more highs and lows in a single week than most professionals do in an entire month. Some days, you feel invincible. Other days, you wonder if you even belong in sales. Successful reps have learned to manage their emotions and stay somewhere in the middle. When things are going really well and almost all of their deals are closing, they remind themselves not to get too cocky. When business dies down, they tell themselves not to become demoralized: sales will pick up soon...
19. Take breaks.
In sales, activity is often correlated with results. The more emails you send, the more meetings you book. The more meetings you book, the more demos you set. The more demos you set, the more deals you close. Following this line of thought, many salespeople end up working 10-hour days every weekday and even putting in time on the weekends. Not only is this bad for your mental and physical health, it's also unproductive. As Basecamp founder and CTO David Heinemeier Hansson points out in thisfa...
20. Get eight or more hours of sleep.
Think you can get away with five or six hours of sleep? Think again. According to the American Academy of Sleep Medicine, most adults needseven to eight hours of sleep per night. If you get less, you’ll suffer from a laundry list of ailments, including: 1. Irritability 2. Decreased motivation 3. Anxiety 4. Symptoms of depression 5. Distractibility 6. Reduced energy 7. Fatigue 8. Restlessness 9. Poor decision making 10. Increased errors 11. Forgetfulness To be at your best on sales calls, prio...
21. Believe in what you’re selling.
It’s easier to be passionate about — and sell — a product when you genuinely believe in it. The most effective salespeople actually use their product and believe in its value. If you feel “meh” about what you’re selling, find happy testimonials from customers. Examples of how your product has improved people’s lives — in ways both large and small — will keep you motivated and engaged (and give you valuable social proof when you’re meeting with prospects). Further reading: 15 Unique Characteri...
22. Identify your strongest motivator.
It doesn’t matter what drives a salesperson — they simply need to be motivated. Every top salesperson has a burning reason for showing up to work every day and giving it their all. Maybe they want to buy a house and must make at least 110% of quota every month. Maybe they’re super competitive and always want to be at the top of the leaderboard. Maybe they need to prove to themselves that they can do well in sales. Ask yourself, “What’s my #1 reason for wanting to be successful?” If you can’t...
23. View your customer’s success as your own.
Salespeople don’t stop working as soon as the prospect signs on the dotted line. Instead, top reps touch base frequently with their customers to seek feedback and provide tactical suggestions. Customer success lets reps know what strategies work, forms client relationships, and drives customer advocacy for your business. Further reading: 12 Customer Satisfaction Metrics You Should Be Monitoring in 2023
There’s not one single way to become a good salesperson, but the habits mentioned above are essential to providing a positive sales experience to your customers. Demonstrating that you have passion, knowledge, self-determination, and adaptability can take you from an average sales rep to a high-performing success story. Editor's note: This post was...
- Aja Frost
Transitioning into a sales and customer service role, I now serve as a Sales Coordinator for Global Sales Guys, where we specialize in selling specialty products to specialty retailers. We predict market trends around the world and sell what's next.
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Aug 11, 2022 · The world has seen many successful salespeople across many different fields. Brush up on your history in this field with this look at some of the most famous (and infamous) sales experts in history.
