Super-human Salespeople know these 3 Moneymaking secrets

Super-human Salespeople know these 3 Moneymaking secrets

Sales! The heartbeat of every business. If you are a salesperson, you are critical to your company. A sales career is a bit different from other careers. There is constant pressure to perform and hit your targets. But you also have the opportunity to be handsomely rewarded financially if you have consistent sales success. So, growing your skills and refining your habits can mean more sales that close more quickly. You want that, and your company needs that.

I was a CEO for many years, but I began my career as a salesperson. I love selling. But sometimes, as sales reps, we hold ourselves back with the things we don’t know or can’t see. Minor improvements that we make can be impactful to closing more and closing faster.

You have come to the right place. I’m going to share with you three techniques that will help. I assume that you know the blocking and tackling of sales success. You know your products, industry, and how to build your pipeline. You have had sales training along the way. 

However, these sales tips can be the difference between being a good or a great salesperson. They may seem like nuances but put them into practice, and they will help you form relationships faster and easier. These sales secrets work together, so pay particular attention to the last one as it relates to the first two. You may be surprised by where I will go with this.

How can I connect quickly with my potential buyer?

Let’s begin introspectively. Is it easy to do business with you from a personal perspective? Do your prospects see whom you think they see? These are ‘Self Awareness’ questions. A great sales rep is very self-aware and is very aware of the personal attributes of the potential customer. It is the foundation on which relationships are formed quickly and will make your sales process more straightforward.

Remember, you don’t create a relationship with your prospects. Your prospective buyers must allow you to form a relationship with them. 

Let’s get right to the dos and don’ts that will make that easier to achieve.

How can I make my prospect comfortable with me?

  1. Never interrupt your prospect in conversation, particularly when engaged in a business discussion with you. When you interrupt, you are telling the person in front of you that you think you already know what they are going to say, so you don’t need to let them finish. Your prospect doesn’t know if you understood their customer needs because they never completed their thoughts. Frequent interruptions will hinder the formation of good working relationships. It would help if you eliminated this distraction.

It matters what they think and that they get to communicate the way they choose and at the pace they choose. They need to feel, and you need them to feel, “Ok, I know he heard me.” If you are observant, you will notice negative body language when interrupting someone. You can also leave the impression that you are anxiously rushing the process. When we do that as salespeople, we seem less confident than we should. 

Remember, the more the prospective buyer talks, the more likely they are to tell what you need to know to complete the sale. Practice this with everyone and be patient. Sales professionals who listen well sell more.

  •  This next tip was not intuitive when I first heard it. But when I saw it in practice, I was immediately aware of its effectiveness when done correctly. Get on the same “speech wavelength” as your prospect. Humans tend to listen better at the same speed at which we talk. It may sound a bit confusing, so let’s get right to how to do this.

Consciously notice the person’s talking speed and try to match your pace of speech. Slow talkers, in particular, respond better to a more unhurried cadence conversation. You are simply trying to help your buyer get comfortable with you quickly.

Also, try to modulate the volume level of your voice to match theirs. It is an excellent way to get on their conversational wavelength. These techniques are very effective. They make require some practice. Try them.

  •  Ask lots of “confirming questions” while listening to your prospects, even if you don’t need to. Let’s understand why.

You want to build your prospect’s confidence that you fully understand what they tell you. But more importantly, you are training your listener to answer questions for you later in the sales process. When you need to ask questions for your sales purposes and not just for clarification, they will be more comfortable answering. Here are some good confirming questions:

 “Do you mind if I read back to you the last topic you shared with me? I took good notes, but I want to be sure that I understood you.” Or, “Would you mind talking through point three one more time for me. That was important, and I want to ensure I’ve got it all.” Now they know you are listening in detail. Don’t shortcut this process.

It is vital to build the prospect’s confidence in your listening ability during your sales call and be comfortable answering your questions. You will eventually need to ask several critical questions of your prospect, and you want that part of your conversation to be comfortable.

You already know what those key questions are: Who is the ultimate decision-maker? What is your evaluation process? Details? How do I fit into your decision-making process? What is your decision criterion? ROI, functionality, committee, solve an urgent problem, budget size limits, scored by an objectives grid? What can I do to help you with this process?

Do you see what you are trying to do there? A good salesperson takes the time to build relaxed confidence in their prospect by asking confirming questions. Then you can fire away with your questions to shorten the sales cycle and close the deal. If you polish these habits, you will find that you will communicate better with everyone. Your prospects will respect your attention to detail and more readily establish a good rapport with you.

Can I learn from the experience of others?

Lastly, I will share how and where I learned the techniques described above.

While in college, I was a door-to-door salesman for two summers. It was by far the most challenging job I’ve ever had. But by the end of it, I had learned some good ways to try to talk with people who initially were not interested in talking with me. The company’s training program was tried and true. Listening was key.

Once I left the Army, I sold for a brokerage firm. My boss had been the company’s #1 salesperson for seven years running before he became my sales manager. I saw the best in action. Doug was amazing. His record stands today.

I worked for IBM for several years. You may know that IBM had a training program for all technical and sales new hires. I called it the “dying Blue” process. That training focused heavily on sales pitch techniques for successful selling to the C-level. Priceless sales training.

And finally, as CEO, I often rode shotgun with my sales team and observed the extraordinary sales techniques of experienced and talented sales executives.

Ask questions of salespeople who are more experienced and perhaps more successful than you. Mentors are a great way to learn. They have been where you want to go.

To summarize:

Yes. Consistently successful selling takes a solid sales process and a good sales strategy. But the rapport side of selling is equally important. Respect your prospect in conversations and get on the same speech wavelength. Give them confidence that you are a detailed and effective listener and open the door to ask your questions when the time is right. Be confident. These habits will work. Practice them and then “GO GET ‘EM!” Write your success story and go to that elite level of sales.

To conclude: If you would like to talk more about this topic with me, click below to schedule a session. https://calendly.com/dave-kerford/

Also, join our Bulletproof Business Community. It is a forum for wisdom and insights from our C-suite and successful leaders who have formed or are forming what we call Bulletproof Businesses. As a first step to joining our community, click below to sign up for our newsletter. https://davekerford.com/subscribe/



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