Three Keys to Be Successful in Sales
Conviction to believe that you offer the best solution
Curiosity seek first to understand then to be understood
Conscience to know when to say no
I believe these three areas are crucial when developing as a sales rep.
CONVICTION
This is believing that your product offering is the best in the market. Not only believing it, but reminding yourself of it every day, before every call.
Confidence breeds confidence. If you sound hesitant or uncertain, the prospect will pick up on this and lose confidence in the sale.
How to build conviction:
Learn the product inside and out. Identify areas of weakness when it comes to product knowledge and seek out the answers to become a subject matter expert.
If possible, use the product yourself. Use it on a regular basis and become familiar with it. Not just at work either, login at home or on your commute.
Speak to existing customers. Hear how the product has made a difference for them. Learn success stories and testimonials and have them in your back pocket to share on sales calls.
CURIOSITY
“Seek First To Understand, Then To Be Understood” - Stephen Covey
There’s nothing worse than a sales pitch that’s a monologue from start to finish. Asking questions is crucial to driving an engaging and effective conversation. This all starts with curiosity.
I’m sure you know someone who is a great conversationalist. Maybe they’re a family member, friend or work colleague. So what is it that makes them so special? Well sure they’ve got great stories and can make people laugh. But also, they ask great questions. They are interested in who they’re talking with.
Develop that same keen desire to want to understand your prospects more. What is it that makes them tick? What’s driving them crazy right now? What’s their organizations biggest pain point?
It requires rapport and trust to get there. But once you’ve established that, use your curiosity to dig and uncover the root cause of the problem that you might be able to help solve.
CONSCIENCE
This might seem like a weird one, like it’s a little out of place. But this one is huge for me.
As a good sales rep, I believe we all have a duty to create distance between ourselves and the slimey stigma attached to salespeople around the world. We do that by having a conscience.
Do not sell snake oil.
Do not sell something that your product doesn’t do.
Do not say ‘yes’ or ‘no’ when the answer is actually ‘I don’t know’.
The short term gain of one sale will become long term pain when that customer churns, creates a negative reference and poisons the well of your territory/district. Instead, win them over by being honest and building their trust so you can turn that soon-to-be customer into a reference and tap into their network.
So there you have it. Three areas that when honed, will improve your chances of success as a sales rep.
Go get ‘em!
Matt T