According to the Washington Business Journal, the best sales people are problem solvers. That’s a better job description than a lot of unsatisfied customers may offer, especially if they are suffering from a bad experience. Avoid an unhappy customer and keep those commissions rolling in by developing qualities that ‘killer salespeople’ possess to make them successful.
Forbes says that one of the biggest mistakes a salesperson can make is focusing on closing the sale too quickly. Pretend, for a moment, that it doesn’t make any difference if you don’t make the sale. Take the time to make sure that the solution that you are offering will be satisfactory. Only until the customer has been proverbially “sold” should you get started on the paperwork.
2. Ask the Right Questions
Often, customers think they know exactly what they want. If you don’t produce the solution to their problem immediately, they won’t be satisfied and they’ll lose confidence in you and your organization. Killer sales people know that most of their customers don’t really know what they need, only that they are searching for a solution to a problem. No matter how many an online demos or sales presentations it takes, take the time to ask specific questions about the problem that they are trying to solve without making them feel like they’re on trial. Thank them for spending so much time with you and then move onto drafting your proposal.
3. Listening Skills
Only talk for 20% of the time. The rest of the time spent with the potential customer should be devoted to listening, whether you’re in person or hosting an online meeting. And don’t lose focus because they talk too much (see #1 above). Pay attention because somewhere in this monologue lies a thread that will identify what their real problem is and what they need you to do to fix it.
4. Ask for Feedback
Even after an awesome sales presentation and proposal, the customer may still pass on your product/service. The best salespeople are not afraid to ask why after they’ve given their best effort. Instead of taking it as a rejection or judgement of sales skills, top sales people see feedback as a growth opportunity. If the customer is willing to give a reason, you may learn something that will help you close the deal with the next customer.
5. Accept Responsibility
Killer sales people take responsibility for the problem that the customer is facing every step of the way. Although neophytes may struggle from grinding their teeth at times, they continue to look for solutions, apologize when appropriate, and keep working until the customer’s needs are satisfied. They thank the customer for pointing out problems with the deal and look for another way to make the pieces of the puzzle fit.