Think you need to be an extrovert to be a successful salesperson? Think again. Various research has shown a weak correlation between extrovert personalities and sales success.
Category: Connecting with the Heart
While every sale is different, there are a few vital characteristics that all typically include. And, according to SalesPop’sClaudia Kimla-Stern, successful sales are a unique “formula,” made up of varying levels of each factor (or as Kimla-Stern calls them, “ingredients”).
One of the most important sales techniques to master is being persistent without annoying others. As a salesperson, you most likely will always be the driver of new business, but unfortunately, many reps come across as pushy.
You aren’t always going to be right. That’s a tough pill to swallow, especially for salespeople, who typically have a lot of pride and confidence. But, it’s going to happen.
If you think about it, a first sales conversation is a lot like a first date. You don’t know the other person that well, there’s some anxiety involved, and you hope to make a connection. And, just like during a first date, the conversation is vital.
Connecting with someone requires understanding them and their interests as well as showing them how you are a relevant resource to them. Connecting with the head or intellect falls into two areas: credibility and activity.
Reps everywhere have likely experienced awkward silence following a period of communication with a prospect. What happened? Why did the prospect suddenly stop responding? These moments can be tough because while you don’t want to come across as pushy, you’d like to continue the dialogue.
While there’s no magic wand that will instantly get a prospect to say “yes,” one industry professional believes there are magic words that will do the trick.
You’d rather buy just about anything from a friend rather than a stranger, right? Here are a few tips for how to achieve that kind of trusting business relationship with your clients.
Not every sales deal is a good one, and many reps find this hard to accept. Who would turn away the opportunity to make money?