Becoming a successful salesperson is not as easy as it sounds – it takes hard work and serious commitment to prosper financially. “Successful people maintain a positive focus in life no matter what is going on around them. They stay focused on their past successes rather than past failures, and on the next action steps they need to take them closer to the fulfillment of their goals rather than all the other distractions that life presents to them,” says Jack Canfield, American author and motivational speaker.
Success can only be attained by maintaining a structured life. You should leave room for the unpredicted, but also –
Build up new habits
Set daily goals
Visualize yourself being successful
Surround yourself with successful people
Today, we’ll discuss how building up new habits can help you reach success. Here are the main things you should focus on.
1. Start Asking More Questions
Requesting information from your prospective clients is one of the best ways to reach success. “Most salespeople I’ve met only care about their products, not about their clients. They don’t ask, would you be able to provide me some feedback? They consider their performance outstanding. But how can one progress without asking what they could have improved?” writes Maddie Willful, publisher at EssayOnTime.
Many salespersons feel uncomfortable asking whether their presentations are compelling or not. They prefer to consider only the positive feedback they’re receiving. Unfortunately, this does not take you to the top. Ask questions! It’s crucial!
2. Listen to Your Clients
To get on top, one must listen carefully. Not only hear, but listen. There is so much information out there – the only thing you must do is pay attention. When talking business with your clients, focus on the underlying messages hidden behind their words. Be active in the conversation. When they stop talking, tell them to go on or ask topic-related questions. Be genuinely interested in what your customers have to say. Don’t forget to make eye contact at all times. Avoid staying on your phone while your client sits right next to you. They should have your full attention. They must feel important.
3. Present Your Products Effectively
Excellent presentations are another key to reaching success. If you are not enthusiastic about your products, there’s no way your clients will be. You must –
Make claims and back them up with specific information
Personalize the message you are sending
Expose your products’ personal brand
Talk less statistics, more real-life questions
Make your products stand out
Leaving what you must do aside, let’s now focus on what you should do: be enthusiastic! Be super-excited about anything that you are selling, and you’ll see how quickly you’re going to expand your profits and make it to the top.
4. Ask for Referrals
According to Sales Readiness Group, people are four times more likely to buy when referred by a friend. Moreover, 92% of people trust referrals from people they know. Asking for referrals is a strategic move – but how can you ask your clients for their help, when you two should play the exact opposite roles?
Watch the timing – find the proper moment to ask your customers for help; usually, that’s right after they compliment you.
Ask it nicely – begging for referrals is not cool either; “I would appreciate if you could…” sounds way better.
Be specific – prepare beforehand; ask them for exactly what you want. “Do you have any friends who could use my services?” is not specific enough. Most people will answer no being asked that right on the spot.
Improve your relationship – develop a good relationship with your customer before asking
Tip – if your customers helped, don’t forget to thank them and follow up right after. They might refer you to even more people. Keeping them updated on your progress always helps.
5. Be Persistent
If you’re selling to the big guys, reaching out to the decision makers can be difficult. That’s why you must be persistent! One call or email won’t do the job; you need more than that. If you have to show up at their doorstep, do it. Don’t wait any longer. Nimble writes, “it now takes up to 14 touchpoints to connect with senior level executives. Successful salespeople know that it takes persistence and diligence to make contact and they use a variety of strategies to achieve this goal.”
6. Learn How to Handle Rejection
Learning how to handle rejection might not be the most pleasant task. However, in the Sales world, it’s a must. Here are some tips you should consider –
Don’t take it personally – if you do, there’s no chance you’ll ever be able to get back on your feet. Uninterested clients can be a pain in the bum – rude, impolite, insulting, offensive. Don’t listen to their critique if it’s trivial to you.
Expect rejection – if you are prepared to handle a no when meeting a client, you’re all set!
Be professional about it – no matter how they behave, act professionally. Be polite and respect their decision. Your attitude matters.
Ask them for feedback – as I mentioned previously, asking for feedback is a crucial part of your advancement. Ask your clients why. Why did they not buy? What was the primary issue? What could you improve?
Focus on the good things – you didn’t close a deal; so what? There are others to come. Treat it as an experience from which you can learn.
Your job is to follow up, not your customer’s, especially if you want them to keep buying from you. Here are some useful follow-up ideas –
Send them manually written thank you notes – it makes them feel special and appreciated!
Visit them – why not pay them a short visit after one or two weeks?
Keep communication open
Becoming a successful salesperson won’t happen overnight. Make sure you have the patience and willpower to keep going. Focus on communication, fairness, and reliability. The rest will follow. Good luck!
About the Author: Serena Dorf is an enthusiastic content writer in Los Angeles. She is passionate about writing, personal development, education, and public speaking. In her free time, she is reading classic American literature and learning Swedish. Feel free to connect with her on Twitter.