I work with some of the best sales people in the business, and I’ve summarized a few things that they have taught me about why they are so successful at what they do.
- Develop Solid Relationships
You notice I said “relationship,” right? That’s because the top sales people know that it’s not about going for the sale, it’s about building the relationship so the sale organically falls into place. You will have a higher close rate and better repeat business if you foster your relationships.
- Add Value Whenever Possible
If you bring value to your communications with prospects, your conversion rate will respond favorably. Use every touchstone as an opportunity to build value and thus momentum in your prospects’ decision making.
- Implement A Multi-Channel Approach
Take advantage of all of the different platforms you have at your disposal to reach your prospects. Tailor your messages to these different platforms so you can add value to your prospects wherever they are accessing your information in the sales process. By leveraging a multi-channel approach, you create more chances to interact with your prospects in a meaningful way.
- Build Relationships That Lead To Referrals
Top sales reps know the better job they do at building a relationship with a prospect or customer, the greater the chance the prospect or customer will refer them to someone else who could use their product or service.
- Educate At Every Opportunity
No matter where your prospect is in the sales pipeline, make sure you have a strategic plan on how and what you want to communicate in order to educated the prospect on your product or service. And, leading sales reps know that the education and courtship doesn’t stop with the sale. These five steps continue throughout the lifetime of your relationship with your prospect, building consistent and lasting revenue opportunities.
The key to better sales is to use today’s technology to spark meaningful conversations that build a lasting relationship, just like we did in the good ol’ days.
Do you have any sales tips you’d like to share with us? If so, let us know.