Through my research and personal experience I have learned that there are ten common habits, traits and techniques the top salespeople use. These are the small differences that separate superstars from average performers.
The 10 practices are as follows:
1. They control their mental and emotional state. If you are not feeling right, your customer is not going to respond the way you want. Your attitude determines how you feel.
2. They are prepared. This means they know their stuff and they know the customers’ stuff. They have studied their product and practiced their presentation. They have done some research and made some calls.
3. They are good at prospecting. This means they have a strategy for initial lead generation and meeting the prospect. The top salespeople have learned to enjoy prospecting. They have made it their art or hobby. They have convinced themselves that it is important. It has become part of their “whys.”
4. They manage their customer’s state. This means they enter the customer’s world emotionally. They develop rapport by asking questions and by using their voice, their gestures, their posture, etc.
5. They qualify their prospect. This means they find out if they really need the products or services, and if they can buy. They also find out if they know someone who can buy it. They are nice and friendly, they respect the client’s time and they don’t waste their own time on things that aren’t productive.
6. They have integrity. This means they are honest, trustworthy and congruent. They do what they say and people believe them.
7. They create desire. This means they make people hungry for what they have to say. They find out what people’s hot spots are and they take them on an emotional journey, which results in the sale.
8. They have a strategy for closing the sale. They have techniques they use that usually involve questions based on the customer’s needs and desires.
9. They get the customer to justify buying. They will only buy if they can justify doing it in their mind. The top salespeople give the customer plenty of reasons to justify making the decision to buy.
10. They make the sale the beginning. This means they build friends and relationships, they get repeat business. They also get referrals to create new business.
Take action, apply these habits, traits and techniques and watch your sales and income soar.
To Your Success,
Billy Cox
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