How To Be The Perfect Salesperson
Now that I have your attention, there is no such thing because no one is perfect. You can, however, be the perfect salesperson for your prospects.
Let me explain how in Four simple steps…
- Do your homework – It is sometimes easy to go from sales call to sales call with the same PowerPoint presentation or elevator speech. The faces and companies seem to blur together after a while if we’re not careful to give the proper attention due to each prospect. A perfect salesperson understands that every company is unique and wrestles with different challenges, internally (systems, staff, revenues, processes) and externally (economy, competition, losing market share.) Are you taking the time to understand them, or just want to sell them something? Truly understanding your prospects builds a bridge of trust.
- Understand a customer’s dreams and goals – In order to have this kind of conversation, you must be speaking to the owner(s) or someone who really cares about the success of their organization. Every business owner has a vision or a dream to what their company can accomplish. Try and tap into his/her vision of the future. How does your product or services line up? This can make a difference to your customers and set you apart from your competitors.
- Follow their buying process, not your selling process – This is a hard one since sales managers are always asking, “What’s going on with this deal?” The pressure to sell is hard enough in a good economy, but in this sea of uncertainty, the pressure is even greater. When prospects start to engage you, they will usually have a process already in place, so just ask them. If they don’t already have a process in place, offer yours. However, pushing a sales process over following their buying process is like saying, “Do it my way!” That will make them “process” your business card in the garbage.
- Be yourself – Some reps feel that they must flip on the sales switch before heading to the office; turning on the charm and flattery. During an episode of Friends, Chandler began using a “work” laugh that was different from his usual laugh. His friends found it to be very annoying and so did I. Here’s the clip of Chandler and his fake work laugh. Most people can smell a disingenuous person from a mile away, especially one who is selling something. I personally run the other way when I see this. Serve your prospects, show them value and don’t put on a show, or even a “work” laugh. As Judy Garland said, “Always be a first-rate version of yourself, instead of a second-rate version of somebody else.”
Written by Eddie Diaz, Director of Business Development for DSD Business Systems.
