The Top 10 Secrets of the Super Successful Sales Professional
The top 5% of all sales professionals seems to have most of the following
qualities, traits, styles and attitudes. I've included the traditional/old
selling skill in parenthesis. Obviously, these Top 10 Secrets go the next
step beyond the traditional way of describing them.
1. An obvious and compelling Passion for People, not just for the product or
service. (OLD: Really believe in the product/service.)
Super Sales Professionals care SO much for people and helping them to solve
their problems/get their buying needs met that the buyer FEELs this. It's
not an act; it's a calling.
2. An ability to help the prospective customer to FEEL. (OLD: Find/create
pain.)
The Super Sales Professional doesn't just look for the hot buttons as a way
of getting the person to buy. Instead, they help to create a possibility
that EXCITES the buyer.
3. A willingness to sell to the buyer's buying strategy instead of using a
collection of selling techniques and hoping for a connection.
(OLD: Using a technique that works for you.)
This requires a certain humility because the Super Sales Professional makes
the buyer more important than the Super Sales Professionals' collection of
selling skills. Every buyer has their preferred way to purchase; get to know
these in general and quickly discover the preferred way that your potential
customer buys/makes a decision, etc.
4. An ability to peg/discern who is going to be a buyer and who is not.
(OLD: Ability to qualify prospects quickly.)
Super Sales Professionals have a sixth sense that helps them to distinguish
between tire kickers and real buyers. This sixth sense is develop-able. And,
it saves LOTS of time and frustration when mastered.
5. Ability to easily match the EXACT features/benefits of the product with
the client's spoken or unspoken needs or wants. (OLD: Sell the sizzle, not
just the steak.)
No buyer cares about ALL of the features and benefits; they usually only
care about 1 or 2 of them. Your mission: Sense, feel or discover (by asking
questions, guessing) the key benefits that turn this discussion into a sale,
quickly.
6. Not needing to have to make the sale. (OLD: Don't appear too hungry.)
Hungry salespeople scare away the meal.
7. Discerning the appropriate next step for the buyer and helping them to
see how your product/service is the obvious choice. (OLD: Sell to the need.)
This requires some thinking and feeling. When you can size up your buyer and
look "ahead" for/with them, you'll see a picture of what's next and be
better able to language how your product/service can assist them in their
progress.
8. Having enough evidence of how REALLY effective valuable your
product/service is and then sharing that with confidence. (OLD: Know your
product/service well.)
When you've seen enough customers do extremely well with your product or
service (not just well, but EXTREMELY well), you'll not be hesitant to share
how well your product/service works. Facts inspire confidence. Get to know
the real facts about how effective your product or service performsand
delights customers, and you'll be a FEARLESS sales professional.
9. Naturally adding value to everyone you touch, buyer or not.
(OLD: Be a resource to potential customers.)
Either you seek to add value to everyone or you don't.
10. Be human, be light and be real with everyone. Don't perform or act.
(OLD: Create rapport.)
Drop the pretense, the false sincerity, the I'm-your-new-best friend, the
I'm-here-to-SERVE-you-at-least-as-long-as-I-think-there's-a-chance-that-you'
ll-buy-something-from-me.
About the Submitter
This piece was originally submitted by Thomas J. Leonard, Infopreneur, who
can be reached at
thomas@thomasleonard.com, or visited on the web. Thomas J.
Leonard wants you to know: This Top 10 List was co-created by the following
coaches at Coach University: Rachelle, Clyde, Evelyn, Ginger, Roger, Dan,
Simon, Linda and Joanne, on a special TeleDiscussion call we had on October
16, 1996. We dedicated this list to Marlene Elliott, a coach who has many of
the above qualities.
Copyright 1997, 98, 99, by Coach U, all rights reserved.
The content above may be forwarded in full, with copyright/contact/creation
information intact, without specific permission, when used only in a
not-for-profit format. If any other use is desired, permission in writing
from CoachU is required, with notification to the original author.
Questions: email
pam@coachu.com.
Have you enjoyed it!!!
Anwar