When you work alongside a consistently high performer, it’s easy to put their results down to luck, rather than skill. But luck has nothing to do it and neither does a ‘natural gift for selling’. Top salespeople refine their art over many years and it takes time and perseverance.
There’s a lot to be gained by learning from the most talented individuals in sales. Each has their own style, but certain approaches are a common theme. Here are eight traits that you’ll often notice in UK’s most accomplished salespeople.
There’s a stereotypical tone of voice associated with sales which relates back to the 1980s. It’s overly cheerful and everything is “grrr-eatt”. It’s the telemarketing version of a Frosties advert.
Top salespeople use their own genuine tone, rather than sound disingenuous. This approach creates fewer barriers and helps to build better relationships.
Thinking like a detective
A good detective won’t jump to a conclusion without first conducting a thorough investigation. They avoid making assumptions and gather all of the relevant facts. In a similar way, an excellent salesperson will ask a series of probing questions before they make any kind of recommendation. You can only make the right decisions by understanding a situation fully.
Listening more and talking less
High-quality salespeople don’t waffle their way through pitches in the hope that someone just gives in and buys something. At least 80% of the discussion should be about the prospect, rather than the product or service.
Avoiding time wasters
People who are new to sales often spend the same amount of time with every prospect, regardless of how likely they are to buy. But realistically, your product or service won’t be for everyone as some just don’t have the right budget or requirement. Top salespeople quickly prioritise the prospects that are more likely to yield the best return.
Focusing on tasks that directly impact revenue
The best salespeople spend their time on activities that lead directly to interactions with the most profitable customers. It’s easy to get distracted by other tasks, such as paperwork, but ideally that work should be delegated.
Never sounding desperate
Everyone has targets and their own unique pressures, but sounding desperate will never lead to better results. Top salespeople exude a certain type of confidence, which helps others to trust them. Rather than frantically offering discounts and sounding pushy, they stick to their pricing structures and give the impression that they could be the first ones to walk away.
The greatest form of motivation should be derived from within, not those around you. Leading salespeople work to their own set of benchmarks, which are usually tied to a broader career plan. They don’t need a Monday morning pep talk to get going, as they’re already working off their own steam.
Believing in what they’re selling
To sound convincing you need to believe in what you’re selling. High-performing salespeople get to know their products and services thoroughly so they can make honest recommendations in a believable tone of voice.
Xcel Sales are consistently achieving outstanding results for some of the UK’s largest companies. To boost your lead generation, call us today on +44 (0) 118 402 1440.