The modern salesperson does so much more than just close sales. Success in today’s sales environment is all about having a transparent strategy and strong pitch to gain your client’s trust. It’s about building ongoing relationships, doing your research and personalizing the client experience based on the data you have.
That’s why salespeople today need a different playbook and set of best practices than the ones sales professional relied on a decade or two ago. To help budding sales professionals thrive.
As usual, from the home office in Toad Suck, Arkansas,
Here are The Top 10 Tips For The Modern Salesperson
10. Think Relationally
A salesperson needs to think relationally instead of transactionally, as selling is now a journey, not an action. A market is no longer a place for selling; it is where you help your customer achieve their goals conveniently and with positive emotion. They will spread the word, and then it sells itself. Customers will also spread the bad experiences you create. Then, no matter how good your skills are, you won’t be able to make sales.
9. Always Add Value
Add value with every transaction. Potential customers need to trust you to buy from you. If you provide value when interacting with them, that will build trust. However, it is important to walk the line here. Too little value, and customers don’t trust you; too much value given for free, and they don’t have a reason to buy from you anymore.
8. Understand Prospects As Human Beings First
It’s not about you or your product. Every moment you spend with prospects should be focused on understanding them first as human beings, and then as buyers. Before you even fix your lips to pitch your product, you should be very clear on how your products can help solve their pain points. Sales are simply a byproduct of the value you delivered first.
7. Listen To Your Customers
Two ears, one mouth. When you listen to your customers and clients, they will not only tell you what they need, but also how to solve their problems. Then, solve it.
6. Invest In Self-Awareness
Invest in a journey of self-discovery. A deeper awareness of self allows you to remain in congruence with your values and beliefs. When one’s integrity is experienced by clients, they are more willing to reveal important information about themselves and their company. This allows you to see what is often not spoken about their real versus perceived needs and aspirations for the future they desire.
5. Ask Great Questions
Any modern sales professional should be putting their time toward asking questions and listening. These skills were valuable 1,000 years ago, and they will still be valuable 1,000 years from now. Curiosity is the spark for great questions, and questions beget empathy and authentic interest in other people. On that foundation, a sales professional is well-positioned to build trusting relationships and find success.
4. Be Your Authentic Self
There is no one that can sell our product or services more authentically than you. When “selling,” you are showcasing who you are to potential clients. Clients gravitate to connection, and they look beyond a solution when choosing to invest their time and money into a business. The relationship you cultivate and foster with yourself and your clients will be your successful sales strategy.
3. Let The Client Sell You
Let the client sell you versus you selling them. Ask about their pain and challenges. Ask about their dreams and goals. Ask how the client’s life will be different once they achieve their dream solution. Allow them to see how wide the gap is between their pain and their dream solution. Ask what it’s really costing them not to solve their pain. Share your solution, which is the bridge between their pain and their dream solution.
2. Develop Your Capacity For Empathy
Again, As mentioned before the best advice for a modern salesperson is to know precisely how to listen to customers. The great sellers are those who have an extreme ability to listen and the empathic capacity to understand the client’s needs firsthand, and are thus able to satisfy them in the most professional way.
And the #1 Top 10 Tips For The Modern Salesperson is…
1. Make The Sale About Your Prospect
In today’s salesforce, it is the duty of every salesperson to make the sales experience about the customers. We must consider the interests of the customers before making the sale by exploring how the product or service benefits the customers before the sale is finalized.
Selling merchant services is not your job, It’s your business! Be the CEO and COO of your own business. Any person in a sales position should have an executable strategic plan, just as a company would. They should have a mission, purpose, values and vision aligned with their company. They should have long-term goals, annual objectives, quarterly initiatives and daily actions that meet their vision. Use these tips to grow your business and see sales soar!
Have a great weekend,
David
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