Five Timely Tips from Successful Salespeople
Whatever your professional role and level of success, there's always room for improvement. Consider these timely tips from high-achieving salespeople:1) Listen more and talk less. How can a salesperson know what customers need unless he or she listens intently? The same is true for you and me. We'll be more influential with our customers and coworkers when we talk less and listen more. 2) Ask more and better questions. Outstanding salespeople are masters at asking questions. They use them to understand us better and to strengthen their relationships with us. Questions are marvelous learning and relationship-building tools. As you become more skilled at asking them, you'll also become more successful. 3) Focus on the longer-term, bigger picture. The best salespeople aren't trying to sell you one car today. They're trying to sell you your next five cars. They recognize the importance of repeat business and referrals. Outside the sales arena, your interactions can be just as forward-looking and productive. 4) Concentrate on people, not techniques. Truly successful salespeople master the fundamentals of their trade but focus on their customers. For example, there's a difference between practicing active listening techniques and actively listening. It comes down to taking your interactions with customers, colleagues and staff members very personally. Techniques are generic. People are unique! 5) Help them buy. People don't want to be sold, but they do want to buy. Just like a master salesperson, you can bring people around to your position. Help them see the value of your product or service. Help them own their decision. Work hard to remove any roadblocks, whether they're real or perceived. |