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(5) Be Empathetic
Look at each sales situation through customer-colored glasses. In other words, try to see things through the eyes of your customers. By adopting the customers' points of view, you can empathize with their problems and challenges. You can also understand their hesitations and be prepared to help them see the value in what you are selling. Always ask yourself, “How will this purchase help my customer?”
(6) Be Optimistic
Sales can be a tough business. Virtually everyone hits a streak of dead ends, at some point. Like they say, it’s a numbers game. Yet, the best salespeople and best sales managers remain optimistic. Keep a can-do attitude, view each problem as an opportunity, and you are more likely to find creative solutions to close that next deal.
(7) Be Competitive
True competitors set goals -- goals that are attainable and at the same time goals that stretch them personally and professionally. Successful competitors not only compete against corporate goals and other sales reps, they compete against themselves. Month after month, they try to beat their last sales numbers. Be your own toughest competitor, set goals higher than others set for you, and always strive for your best month ever.
(8) Be Charismatic and Self-Confident
Some folks have natural charisma, others have to work at it. But you can build your self-confidence by knowing your product, knowing your customers, and knowing your strengths. So far as charisma, giving service with a smile and showing enthusiasm takes you a long way.
(9) Follow Through
Follow up and follow through -- these are two of the earmarks of successful sales reps. If you don’t follow up, you could very well lose the sale to the next guy who comes along with the right pitch, at the right time. Always follow up, focusing on customer satisfaction and what's important to your customers and prospects.
(10) Show Integrity
Without your integrity, you have nothing. Although everyone make mistakes at times, and some things are beyond your control -- like a shipper who dropped the ball on an overnight mailer -- do your best to deliver what you promised, and then some. Over-deliver whenever you can and show your customers you have their best interest top-of-mind.
(11) Keep Your Eye on the Prize
Focus on what's important, building your business one customer at a time, not just making a sale. A sale puts money in your pocket today. But a relationship can put money in your pocket for years to come. (continued...)
Posted: 2013-11-15 @ 2:14pm PT
It's also important for managers to keep in mind that it takes time for a new hire to settle into the position. According to Hireology CEO Adam Robinson, it takes approximately six months for a B2B salesperson to become effective in a role.
Posted: 2013-10-16 @ 1:48am PT
This is a good list, I've read a lot on sales tactics, and this list summarises the key points well.
Something else to consider is researching your customer to find out about their interests and passions. This is a point suggested by Harvey McKay in his book 'How to Swim with the Sharks Without Being Eaten Alive'. If you're interested, a summary of the book can be found here http://whycode.com/whybooks.aspx
Thanks for the article!
Linda Day Harrison/theBro:
Posted: 2013-10-10 @ 8:04am PT
This is a great list to share with all of your brokers, leasing agents and managers of commercial real estate. Customer service is vital in our industry and ties directly to sales, marketing and leasing of our property. Great article!
Posted: 2013-10-09 @ 5:43pm PT
All good points and I'd also suggest:
Be Your Customers' Advocate...
Be the eyes and ears for management, listening to the voice of the customer, sharing feedback with management about the customer experience. As a sales rep, or service rep, you're closest to the customer, out there on the front lines. It's up to you to ensure a great customer experience and to bring back business intelligence to corporate, to continually improve your company's offerings.
Posted: 2013-10-09 @ 5:30pm PT
Great list. I've been managing sales for 18 years and this is one of the best articles I've seen for sales managers, as well as sales reps. I'm definitely going to share this with my team.