I hope you enjoyed the first seven of the 21 Attributes of Extraordinarily Effective Salespeople I shared last week. Here are the next seven. Next week I’ll share the final seven along with a simple way to make all 21 of these attributes a natural part of how you and your sales team consistently get the sales you pursue.
Attributes 8-14: Extraordinarily effective salespeople…
8. Talk about money with ease
If discussing the financial side of the deal makes you uneasy, it will make your prospect uneasy. Offer outstanding value. Always know you’re giving your prospect a superior deal.
9. Never have to “close” a sale
If getting the sale means putting your prospect through a pre-determined closing routine, do him and yourself a favor and find a different career. True salespeople naturally move to a mutually beneficial conclusion.
10. Use systems
If every prospecting campaign, every phone call, every meeting, and every contact record require that you pause to figure out what to do (or what to do next), you’ll never be everything you can be as a salesperson. Create and use systems to maximize your effectiveness.
11. Only work with decision-makers
You’ve either already learned this one, will learn it soon, or will change careers. Wasting your time with non-decision-makers becomes laborious and terribly distracting very quickly. Find out who has the authority to make a purchasing decision, then only work with that person.
12. See themselves as successful
To a large extent, other people see you the way you see yourself. If you look in the mirror and you see someone who can’t bring home the bacon, your prospects will see that same person. See it...believe it...be it!
13. Are seen as experts, not salespeople
Everyone dislikes salespeople. That may come off strong, but it's true. At the same time, they love people who have solutions to their needs. Be seen as an expert and watch your sales soar.
14. Don’t let a client buy more or less than they need
A typical salesperson is happy to just make a sale, regardless of the fit for the client. An extraordinary salesperson won’t let his client go without anything he needs, and will never allow his client to overspend, even if he’s willing to.
Here’s to your extraordinary sales success!
Bryan Waldon Pope