17 elements that successful representatives have in common
In sales, as in any line of business, there are good representatives and then there are very good representatives. What makes the difference between these two categories? Luck? Maybe a little, but not only! Indeed, you just have to observe the salespeople who achieve the best results a little to notice that they all follow certain rules during their daily routine. Here are 17 that, if properly followed, will let you stand out from the fray.
Set ambitious goals
Ambition is one of the major traits shared by successful representatives. If you limit yourself to the minimum goals imposed on you by your superiors, you’re unlikely to stand out from the crowd. Set your own goals and aim higher!
Plan out your short- and long-term activities
If you want to be successful, you have to get organized. And that shouldn’t just be limited to your day-to-day planning. You should look further ahead and plan out your activities for the week, the month, and even the quarter.
Set goals for each activity
Whether you’re in direct sales or telesales, don’t begin without defining beforehand what exactly you expect from each contact.
Ask questions that have real added value for achieving your goal
Don’t be afraid to get right to the point by asking questions that will make your prospects think and thus help you obtain truly useful information.
Listen to your customers and prospects!
Don’t be like representatives who constantly question their customers without trying to understand them. Pay attention so you can offer solutions suited to each one’s specific needs.
Make sure you’re on the same wavelength as your prospects
Avoid assuming that you’ve understood a prospect’s question or explanations. Make sure that you’ve actually understood. To do this, don’t hesitate to ask them for more detailed explanations, if necessary. That will prevent some serious mistakes.
Wait for the right moment to present your product or service
Don’t be like most sales representatives, who “whip out” their sales pitch too quickly, before even getting acquainted with their prospect’s expectations.
Begin your commercial offer systematically by rephrasing the expectations of your prospects
This is the best way to make sure that you’ve grasped their specific needs and that you’ll provide them with an appropriate solution.
Know how to be flexible
Flexibility is undoubtedly one of the biggest strengths and one of the main commonalities among successful representatives. Your presentation must be able to evolve over time in order to adapt itself to potential changes in the situation of your prospects.
Know how to effectively position the right sales arguments
Very few sales representatives can achieve this. However, advancing the arguments that respond to the needs of your customers at the right moment is a bit like a “lethal weapon” when it comes to successfully convincing them.
Focus your pitch on the prospect
Your sales presentation should not – as is too often the case – focus on your business, your product, or other general information, which holds little interest for the customer.
Prepare yourself for the potential objections of your prospects
A good sales representative should be able to foresee the customer’s potential objections and plan responses to overcome them.
Organize the follow-up
Are you in touch with a customer? Whether in direct sales or teleprospecting, agree at the same time on a follow-up so you don’t waste time or leave things unresolved.
Customer care: an essential attitude
Along the same lines as the previous tip, it’s up to you to properly organize your program to reactivate your prospects after the initial contact. Work with them on this point from the start.
Prospect again and again
To avoid inconsistent results, organize your prospecting schedule evenly throughout the year. Continuous effort is one of the essential keys for achieving exceptional performance.
Talk to the decision-maker as much as possible
Don’t waste your time negotiating with or trying to sell your services to a person who doesn’t have decision-making power. From the start, remove the various barriers leading to the decision-maker and focus your efforts on them.
Keep in touch with your customers
Your relationship with the customer shouldn’t end with the conclusion of a sale. If you aspire to be a good salesperson, try to stay in touch with the customer so you can keep them in your portfolio for potential future sales.
Respecting these 17 points and integrating them into your daily strategy will guarantee better results and performance over time. If you want to become a successful representative or hope to optimize the performance of your representatives, the ball is in your court. However, if you’re looking for a real business development alternative, Groupe Hyperforme is a partner of choice. Free yourself from the constraints of prospecting and trust a strong partner: Groupe Hyperforme.
