What is a sales Super star you ask? Well, it’s someone who sells A LOT!
The top 0.1%, The elite, The best of the best. They are the sales professionals who dominate the leaderboard, the ones who never struggle to hit targets and the ones who take home the very BIG commission check at the end of the month.
If you work in sales you’ll know it’s not that easy at all, so what do they do differently? Want to know the secret to their sales success?
I’ve worked with and know some of the most amazing sales super stars and today I will be sharing the 10 secrets to their sales success.
(No.1 is one of the most important ones)
From the Home office in Star, Mississippi, Here are the
Top 10 Tips To Become A Sales SUPER STAR
10. Set Your OWN Targets – Most W2 salespeople work towards whatever sales target they get set by management. Sales super stars often set their OWN sales targets based not on what the company wants them to earn but what THEY want to earn. (note this is obviously usually higher than their original targets). But they align their goal to their direct motivations and what they want to achieve. Pro Tip: Work out what YOU want or need to earn each quarter and year and why you want to earn it, and set that as your target.
9. Start Earlier – Almost every sales super star I’ve met with has been one of the first (if not THE first) in the office every day. Why? It allows them to get focused and ready, it allows them to reach prospects & customers earlier when they’re more likely to answer and it allows them to take control of their day, instead of coming in late and fighting a losing battle. Pro Tip – If you’re not an early bird, then PLAN your day ahead. So each afternoon/evening, start setting everything up for the following day so you can hit the ground running.
8. Personalize The Sale – Every single sales super star knows to makes every sale about the customer, not them. It’s not about their product or the salesperson but all about the prospects, their problems and how this will help them. They’ll use names, stories and information that they uncover in research and in the conversation to make everything about them and unique to them.
Pro Tip – Research your prospects to take your personalization to the next level. Utilize things like Facebook, LinkedIn, Google searches, YouTube, podcasts, webinars, dig as deep as you can to make it more about them.
7. Avoid Distractions –Work hard to follow your schedule. Working for yourself can be just as distracting. Now, there is always time for banter and fun, but sales super stars know when to put their head down and work hard. They know when to say no. Their PRIORITY is their job, to sell, to hit their numbers, everything else comes second. Pro tip – Set CLEAR times for selling and sales activities and have a no-distraction rule. Then, have clear break times where you can relax and do other things.
6. Qualify Your Prospects – Sales super stars don’t waste their time trying to sell to anyone, they work hard to find the RIGHT people to sell to. They qualify them to make sure they invest their time in opportunities likely to close.
Pro Tip – Qualify early, during prospecting and initial conversations, and qualify hard. Remember, a non-qualified prospect has a high chance of being a waste of your time and may increase your risk of not hitting your number.
5. LOVE Objections – Sales super stars are happy to deal with objections, they’re confident in their service and they’ve qualified the customer so they’re confident it’s the right solution for them, so the objection isn’t scary. Ok you don’t have to love them, but you need to be happy, prepared and confident in overcoming them. Pro Tip – Write a list of as many objections as you can think (and keep adding to it) and then write down ways to overcome them. Have this list available as and when you need it to help you overcome MORE objections and win more sales.
CLICK HERE (Top 10 Objections When it Comes to Merchant Processing)
4. Use All Tools Available – You’ve got to sell smart to be a sales super star and that means using all available tools. You’ve got to be focused on your mission to help your customer. They don’t just use these tools but they master them, they learn how to use them properly and then practice to find their perfect approach. So many salespeople are stuck using bad CRM’s, bad tools, or worse yet, NO CRM’s or tools. Would Tony Stark be a superhero without the Iron Man armor and technology? No. If you want the best CRM for sales then you need to use Iris, Pipedrive or Hubspot are really good CRM’s.
3. Don’t sell, SOLVE – Too many sales people waste their time selling when sales super stars are just solving problems for people with their solution. They’re not pushing the sale but reminding the customer about the problem and building the value in their solution. This might sound obvious, but so many sellers are just trying to sell products and are not focusing on the problems that they solve. Pro Tip – Don’t forget your prospects might not even realise they have a problem. Show them what OTHER companies are doing that might be more efficient or cost effective. Sometimes you have to educate them on what problems they might have.
2. Don’t Give Up – You need to be so passionate about helping people that you’re willing to work harder than anyone else. Don’t give up at the first hurdle, don’t take their rejections personally, just know that your job is to help show them how helpful your product will be for them. Where I see most sales people giving up, sales super stars actually keep working on the opportunity, they push further and often then win the sale. Pro Tip – Look through any/all of your customer testimonials, recommendations and customer feedback to remind yourself just how helpful you and your service is! That will always give you the boost you need to push through.
And the #1 Tip To Become A Sales SUPER STAR is…
1.They network HARD – It’s not just what you know but WHO you know. The elite sales pros are always networking, whether that’s online, at events, asking for referrals, with key industry professionals, their network is their net WORTH and they are always building it. Pro Tip – Never be afraid to ask for referrals, most people are more than happy to give them. In fact nearly 91% are happy to give referrals, yet just 11% of salespeople actually ask for them.
If you can tap into those 10 areas you have the potential to unlock HUGE sales success. What would YOU add to the list?
Have a great weekend,
David
