7 Habits of the Most Successful Sales Professionals
In order to be successful as a sales professional, you have to be driven, self-motivated, and creative. It also helps to have a competitive streak, whether you’re competing against other sales professionals, or just trying to achieve a new personal best. In short, this is not the career to choose if you are not thick skinned.
There’s no surefire formula for success, in sales or in any other field. And there will always be exceptions to the rules. Let’s take a closer look at the top seven habits to you’ll need to have if you’re going to make it in sales.
1. ARE ORGANIZED, TYPE “A” PEOPLE
Professional salespeople tend to be type “A” people, movers, and shakers who attack each day like a wartime general. They cannot live without calendars and to-do lists. The pros keep the information they need at their fingertips, or otherwise easily accessible.
If it’s not in the calendar, it doesn’t happen. These folks do not forget their spouse’s birthday or space out on plans to meet a friend for coffee. They’re much more likely to be the sort who schedules each moment of their vacation, or pencils in quality time with their kids.
2. COMMUNICATE EFFECTIVELY
“Good communication skills” means more to a professional salesperson than simply active listening or asking the right kind of questions. Instead, being a good communicator comprises several habits.
First, it means returning calls, texts, messages, and emails quickly. Secondly, it means being available through all those channels. There is no best way to contact a pro; they use every way. And no matter how they get in touch, they get to the point quickly.
Of course, good communication skills also involve the ability to synthesize information, to craft effective messages to different audiences, to read between the lines, and to persuade the listener.
3. DON’T SELL
Speaking of persuasion, it might surprise you to learn that the most effective sales professionals do not sell. The best of the best think of themselves as more of a consultant than a salesperson.
Why? Because referrals and repeat clients don’t happen as a result of closing a sale, but from good service and unparalleled problem solving. They aren’t selling something-they are working with someone to solve a problem. This may seem like a subtle difference, but it means the difference between being a top performer and being a struggling straggler.
4. ARE TECH SAVVY
They’ve mastered the tech tools of their trade. Their Google-fu is unparalleled, the know the company’s CRM/CMS inside and out, and they use the latest and greatest iterations of whatever tech platform they favor.
5. ARE SOCIAL
Social media acumen goes hand-in-hand with tech-savvy. Successful salespeople use all means of communication at their disposal. They know that their social audience is like a virtual Rolodex. (Google it if you are too young to understand that reference.) Today’s market demands interactive content disseminated via as many platforms as possible.
Successful salespeople understand not just what to post on Facebook, Twitter, Instagram, Snapchat, and so on, but when to post it. They work the social landscape as effectively as they work a room — and reap plenty of rewards.
6. CONNECT AND NETWORK
Both on social media and in real life, every successful salesperson is an expert people person. They’re extroverted, engaging, confident and charismatic. They don’t take past clients for granted, and they regard almost everyone they meet as potential clients — or as potential conduits to a new client. After all, everyone has friends, family members, neighbors, coworkers, and acquaintances.
A pro won’t dismiss someone they meet simply because that person isn’t currently in the market to buy their product or service. They are well aware that situations change, vendors go out of business, fortunes are reversed, and no one is too big to fail. When the opportunity presents itself, they want to be top of mind.
7. KNOW THEIR PRODUCT/SERVICE
It’s no secret that successful sales people know their products or service better than anyone around them. They have meticulously studied what it is that they are selling, and bonus, they’ve done the same with their competitors.
This is what separates those who succeed from those who don’t. They have performed the SWOT analysis forwards and backwards. The pro doesn’t overwhelm their prospect with details. The pro patiently waits for the opportunity to demonstrate their knowledge when necessary.
How Do You Measure Up?
If reading about these seven habits of the most successful sales people, and are nodding your head saying “That sounds like me!” you may very well have found your dream career.
Learn more about how your organization can benefit from our sales training and coaching at Bear Bull & Co. Give us a call today or browse the rest of our blog posts to educate yourself!