{"id":7221,"date":"2022-12-15T12:00:49","date_gmt":"2022-12-15T17:00:49","guid":{"rendered":"https:\/\/idecide.com\/?p=7221"},"modified":"2023-05-04T20:51:22","modified_gmt":"2023-05-04T20:51:22","slug":"8-habits-of-successful-sales-people","status":"publish","type":"post","link":"https:\/\/idecide.com\/ja\/2022\/12\/15\/8-habits-of-successful-sales-people\/","title":{"rendered":"8 Habits of Successful Sales People"},"content":{"rendered":"
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8 Habits Of Successful Salespeople<\/b><\/h2>\n

It takes a special breed to be successful in sales, which is why, according to a survey done by Alexander Group in 2016, 46% of sales reps miss their quotas and the average tenure for a salesperson is just two years. Certainly, some people have innate <\/span>sales
skills, but the majority of successful salespeople have earned their achievements through hard work and following certain habits and practices. <\/span><\/p>\n

So what are the traits of a successful salesperson? Obviously, you can read any of the countless books on \u201chow to be successful in sales,\u201d \u201chow to be a good sales rep,\u201d and \u201cwhat makes a good salesperson\u201d but \u201cmodeling\u201d is a solid strategy. No, not walking down the runway \u201cmodeling,\u201d but modeling in terms of finding someone who has achieved what you want to achieve, and imitating their behaviors. Therefore, we\u2019ve narrowed down the top eight habits of successful salespeople.<\/span><\/span><\/p><\/div>\n\t\t\t<\/div>\n\t\t\t<\/div>\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\n\t\t\t<\/div>

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Traits Of A Highly Successful Salesperson<\/b><\/h2><\/div>\n\t\t\t<\/div>\n\t\t\t<\/div>\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\n\t\t\t<\/div>
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1. They\u2019re Prepared<\/strong><\/h3>\n

\"Winging it\" on the fly isn't how salespeople succeed. It's preparation. Preparation to the point of being the expert on the industry you\u2019re selling in, the product you\u2019re selling, and the other options (competition) that the buyer has. That is how you gain status and become the consultant as opposed to the pushy salesperson. Here are a few things to keep in mind about preparation:<\/p>\n

\u25cf The pushy salesperson wants to shove a product down your throat, whether it\u2019s the best solution for you or not, and customers can sense that in a second!<\/p>\n

\u25cf The prepared, professional consultant knows the problems the customer is facing, they know what those problems are costing in terms of time and money, they know the strengths and weaknesses of the other options available to the customer, and of course, why their product is the best solution.<\/p>\n

\u25cf According to the Janek Performance Group<\/strong><\/span>, top salespeople leverage the following tools in order to better understand their client\u2019s needs and market.<\/p>\n

\u25cb Account Analysis: Consider company financials, new products or services, history of growth, and knowledge of key players.<\/p>\n

\u25cb Social Media: These platforms can show personalities, industry trends and client interests, while providing groups that you learn and share relevant information with.<\/p>\n

\u25cb Industry Reports: Research and gain insights on your client\u2019s industry as awhole and in turn, use it to devise a sales strategy.<\/p>\n

\u25cf WORD OF CAUTION!<\/strong> While you have to know everything about your industry, product, etc\u2026 you do not have to share it all with your prospects until it becomes necessary. We\u2019ve seen countless salespeople \u201cverbally vomit\u201d on their prospects, spewing everything they know trying to prove how smart they are, and that just turns people off.<\/p><\/div>\n\t\t\t<\/div>\n\t\t\t<\/div>

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2. They manage their pipeline effectively<\/strong><\/h3>\n

Great sales reps are good at qualifying and prioritizing which opportunities deserve attention by constantly checking their sales pipeline and closely evaluating each opportunity for a go or no-go. This ultimately means:<\/p>\n

\u25cf Salespeople should constantly be adding to their pipeline while constantly
removing people from it too.<\/p>\n

\u25cf Many people disagree on removing prospects, however we believe that\u2019s the
outdated, bang them over the head, waste your time beating a dead horse
approach to sales.<\/p>\n

\u25cf A good motto to follow is \u201cI can deal with a \u201cyes\u201d or a \u201cno\u201d but a \"maybe\" wastes
everyone\u2019s time.\u201d Get the yes or no quickly and move on.<\/p>\n

\u25cf Lastly, top professionals are masters at following up. 48% of salespeople don\u2019t<\/span>
even follow up once<\/span> which shrinks your sales pipeline quickly. Therefore, utilizing
automation to reach out afterwards, such as email drip campaigns, can keep you
top-of-mind with prospects and increase performance.<\/p><\/div>\n\t\t\t<\/div>\n\t\t\t<\/div>\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\n\t\t\t<\/div>

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3. Emphasize customer relationships early<\/strong><\/h3>\n

While many sales reps tend to focus on the closing phase, great salespeople understand how to develop relationships with clients early. This doesn\u2019t mean making them your best friend or kissing up to them! It means establishing a relationship of mutual trust and respect, and it\u2019s easily done by doing two things:<\/p>\n

\u25cf Being a prepared, respected, professional in your space.<\/p>\n

\u25cf Caring about the potential customer and what\u2019s best for them.
If you\u2019re doing it right, you\u2019re the one providing massive value to the customer! You shouldn\u2019t have to buy them gifts, take them to lunch, or have phony conversations about their kids. All of those things are good to do if you genuinely want to do them, but you should not feel like you have to in order to get the sale.<\/p>\n

Another way to look at it is when you walk in, the doctor is in the house. Doctors typically don\u2019t take their patients to lunch and nor do their patients expect them to. However, there is a good, solid, professional relationship of mutual trust and respect. That\u2019s the goal.<\/p>\n

.<\/span><\/p><\/div>\n\t\t\t<\/div>\n\t\t\t<\/div>

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4. They uniquely articulate their offer<\/strong><\/h3>\n

The best sales reps take time to step into the shoes of customers and understand how their offering uniquely meets the needs or desires of each specific customer.<\/span><\/p>\n

According to a study cited by Harvard Business Review, only 54% of buyers believe that the sales reps they meet with are adept at clearly articulating how their solution impacts the buyer\u2019s business. This goes back to the first point, being prepared and knowing your industry, product and customer.<\/p>\n

5. They are data-driven<\/strong><\/h3>\n

Too often salespeople just \u201cthrow numbers at it,\u201d thinking volume will solve all problems. You\u2019ve heard the saying, \u201cwork smarter, not harder?\u201d Well, how about \u201cwork smarter and harder?\u201d<\/p>\n

\u25cf According to Salesforce, 57% of high performing sales teams rely on sales analytics, compared to only 16% of their underperforming counterparts.<\/p>\n

\u25cf In fact, high performing sales organizations are, on average, 3.5 times more likely to use analytics as part of their day-to-day prospecting and selling efforts. Therefore, imagine what your results would look like if you worked harder at the things that were actually producing results and eliminating what wasn\u2019t working for you!<\/p><\/div>\n\t\t\t<\/div>\n\t\t\t<\/div>

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6. Excellent listening skills<\/strong><\/h3>\n

Great salespeople take the time to listen for underlying clues and hidden messages, seek clarification when necessary, and use prompters such as \u201ctell me more about that\u201d or \u201cgo on\u201d to encourage the prospect to share information during their sales pitch.<\/p>\n

\u201cSeek first to understand, then to be understood\u201d- Stephen Covey<\/p>\n

We were blessed with two ears and one mouth, use them in that proportion. You can\u2019t recommend the best product unless you completely and thoroughly understand the problem you\u2019re there to solve. No shortcuts. Consider a doctor who takes time asking his or herpatient questions so they can prescribe the right treatment to make them feel better. Even if they screw up now and again, their patient wouldn\u2019t hold it against them because they knew he\/she cares about them by taking the time to really learn about their issues. Again, be the doctor!<\/p><\/div>\n\t\t\t<\/div>\n\t\t\t<\/div>

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7. Persistence in making contact and appreciating the \u201cno\u201d<\/strong><\/h3>\n

Everybody\u2019s busy these days. As a matter of fact, it\u2019s been reported that it now takes up to 14 touch points to connect with senior level executives. Successful salespeople know that it takes persistence and diligence to make contact and they use a variety of strategies to achieve this goal. Then once they make contact, they\u2019re OK with a \u201cno\u201d because it pays them too! Therefore, if your typical sale earns you $1,000 and you close, on average, 10% of your calls, each call is worth $100, whether it\u2019s a yes or a no. Perspective! Now when someone says no, you say \u201cthanks for the $100!\u201d<\/p><\/div>\n\t\t\t<\/div>\n\t\t\t<\/div>\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\n\t\t\t<\/div>

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8. Learning from the best and selling what you\u2019re passionate about<\/h3>\n

Constant and never-ending improvement. There are tons of resources available to you online, in the bookstore, and people right in your own organization who can teach you what they\u2019ve done to succeed. Take advantage of all of them! If you\u2019re not passionate about what you\u2019re selling and aren\u2019t having fun doing it, you won\u2019t succeed long term. You may have a bit of success and make some money, but life is too short to be doing something you don\u2019t love. The beautiful thing about sales is that every industry needs you (if you\u2019re good), so don\u2019t settle for an inferior product, one you don\u2019t love, horrible bosses, or bad compensation plans. Find your passion, become an expert in that field, and make a fortune helping people solve their problems with your solution!<\/p><\/div>\n\t\t\t<\/div>\n\t\t\t<\/div>\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\n\t\t\t<\/div>

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Achieve Sales Success with iDecide<\/h3>\n

In closing, once you\u2019ve done all of the above correctly, you should be swamped with prospects dying to have you solve their problems. Now the question becomes - how do I take care of them all and still have a life?<\/p>\n

\u25cf At the time of this writing, the top salespeople in 89 countries use a system called iDecide to accomplish that goal by having it do the first appointment for them!<\/p>\n

\u25cf The \u201cchoose-your-own-adventure\u201d presentation software is a customizable and fully AI driven, interactive presentation tool that allows your prospect to choose what's relevant to him or her. Then they can set an appointment with you right in the
presentation, so you\u2019re only meeting with people who already know you\u2019re the best and want to meet you!<\/p>\n

\u25cf The magic is in the follow up! iDecides can send follow up texts\/emails to the viewer after they\u2019ve watched! This automates the follow up process and keeps you top-of-mind with prospects<\/p>\n

\u25cf Most importantly, increase engagement, improve your credibility, free up your time, and toss aside the boring powerpoint or video. Learn more about the array of iDecide features here.<\/p>\n