The Sales game has changed. And it will continue to evolve.
Sales is no longer about high-pressure, “won’t take no for an answer” sales pitches. It’s a different dynamic in which salespeople listen and empathise.
If you’re going to be a sales rockstar, you need to be able to make sense of what people are saying. Even when it doesn’t add up.
Here are 5 Tips to Become A Sales Rockstar to help you reach those KPIs and smash sales.
1. DO YOUR RESEARCH
The first step to being a sales rockstar happens long before your first conversation with your client. In today’s switched-on, online world, the internet is rapidly replacing the traditional role of salespeople – to educate and inform our customers.
Customers are conducting in-depth research and peer reviewing not just your company – but you! That’s exactly where you need to start as well. Given we occupy an increasingly online world, it makes sense to harness the power of technology to help you in your research. There are some amazing sales techniques and methodologies you can use to tap into the mind of your customer.
2. BE A GREAT LISTENER
Communicating with a customer is just like communicating with a partner. If you don’t listen as much as you talk, you will never reach a mutually satisfactory outcome.
It’s tempting to want to dominate the conversation. After all, you have an objective. Plus, you are armed with all the information you think the customer needs to make a purchasing decision. However, you will find that listening to your customer’s needs will make or break your deal.
3. CALL YOURSELF A SALESPERSON
You simply cannot be a sales rockstar if you have an aversion to the very idea of sales. Sales is what makes a business run.
Here’s a newsflash: Sales is a Noble Profession. You’re connecting people with the products and services they need.
You’re helping the wheels of the workforce turn. You are providing for your family and the families of all your colleagues in the business. Embrace your profession, be confident and do your job with all the energy, resilience, and professionalism that you can.
4. BELIEVE IN YOUR PRODUCT/SERVICE
The best salespeople don’t just believe in themselves, they absolutely believe in the products or services they sell. Why? Because the best salespeople are ethical, honest, and decent people, who want to add value to their customers with every interaction.
A sales rockstar couldn’t look themselves in the mirror each morning if they didn’t have a strong belief they were really adding value to the customers they help. That is what makes them happy – helping.
5. ONCE YOU ARE A GREAT SALESPERSON…
You are now a very rare and highly valuable commodity. Furthermore, you are now also exceedingly important to the success of any business with a healthy trustworthy pipeline. But remember! Stay humble and keep learning – that is the rockstar way of moving forward.
Book your sales team on their Sales Rockstar Workshop to help reach those KPIs and smash sales. Gather the team and we will take care of the rest.
Call us at KONA on 1300 611 288 for a conversation, or email info@kona.com.au anytime.
What does ideal sale look like for you and your company?
Make a list of the solutions that your product or service addresses and use them as a checklist when you’re qualifying with procurement
Your job then becomes one of asking questions to see which ones are important to procurement and why
When the time comes to have the closing discussion your focus narrows only to those issues that are important to your procurement professional. Your process therefore becomes more targeted and effective. Everything important is included and all irrelevant issues are omitted
This will help you understand how they operate. The procurement process can be split into 8 steps.
80% of your success will depend on your preparation.
Define your negotiation strategy.
Good preparation is vital to a procurement negotiation, and results in a good deal.
Research and preparation on your part not only sets you up well for the negotiation. It’s also a sign of respect for your supplier. You don’t want to waste their time. Or yours.
Ask open questions, listen actively, and work proactively to create win-win solutions.
Here is a strong tip: View your procurement professional as a business partner.
Why? Your success mirrors theirs, and you need them to be successful so that you can have a stable supply chain.
Yes, negotiate hard, but prepare well, so the negotiation leads to a mutually beneficial arrangement.
When you make a sale to your customer for the first time, get it right!
First impressions are crucial if you want them to buy from you again. And by getting it right, we don’t just mean the product or service.
With every first-time customer, make sure every detail, even the minute ones, are handled as professionally as possible.
This may seem straightforward and obvious, but surprisingly, for many organsisations it is not.
Many businesses put all their focus and investments into pre-sale. And consequently, they do not spend any time or money on ensuring the customer is happy after they purchase from them.
It is crucial to treat each communication – be it pre or post-sale – as urgent. Aim to respond on the same day the inquiry came in.
If you have staff handling after-sales for you, give them clear deadlines for responses. Brief them on all your products and services, so they can give the customer accurate information about your value offerings.
Once again, this might be a given, but we have had so many organisations explain to us how it’s too hard to keep track of all their customers. And that their salespeople don’t know how to use their CRM system or navigate the software they have invested in.
As a first step, teach your team to create a contact book for all their customers. It should include:
Every existing customer has untold potential
In a time of globalised business and instant digital connection, every existing customer has untold potential on offer.
Deliver a standard customer experience
This means delivering a standout customer experience is essential. One of the most powerful ways of doing this is by creating a personalised sales process and approach.
Show the customer you care, this is the key factor. Personalisation is all about demonstrating you’ve taken the time to understand who the customer is as an individual and the challenges they face. And the benefits are bountiful, including:
The more visible you are in your industry, the more people will trust you. And consequently, the more likely you are to increase repeat business.
We know that to convert potential buyers to loyal customers with increased repeat business, we must build relationships and stay in touch. And although we know we should follow-up many salespeople simply do not.
