Selling is the ability that a professional has to offer solutions.
Solutions for your customers, solutions for your leader and your company and solutions for your life!
For starters, you can’t be an excellent salesperson without showing the value of your company’s solutions to your customers.
Sales spreadsheet kit to plan, motivate your team and not lose information
3 types of a spreadsheet with ready-made formulas to put your business routine in order without much effort
In addition, there are the goals of the business and its manager, which also need to be achieved.
But you cannot forget another fundamental point: through the solutions, you sell to your customers (this is your profession, right?) you reach your personal goals and bring the solutions you want to the desires and needs of your life.
In this post, we’ll show you how to be an excellent salesperson. This means permeating these 3 aspects, divided into 7 essential characteristics of the excellent salesperson.
The Agent is a sales improvement platform that helps you take advantage of all opportunities more efficiently, bringing more quality of life and productivity to salespeople.
How to be a great salesperson: the 7 characteristics he needs to have
1- An excellent salesperson hits the target
Easy to talk, not so simple to do.
But if you want a tip on how to be an excellent salesperson, one who always (or almost always) hits the target, understand the following:
The sales goal needs to relate to your personal goals.
When you look at that number you need to dial, don’t see numbers, but your own house, a new car, that family trip you dream of.
For each commission you earn or bonus received, create a spreadsheet where you can write down your earnings and be aware of how much time is left to buy your house (or any other personal goal you want).
How do you go about reaching your goals? Here’s a shortlist of key activities:
- visit customers
- Doing post-sales work
- Respond to customers quickly
- Create an action plan to achieve your results
- Prioritize the day-to-day activities that bring you closer to your goal and avoid those that only consume your time
2- Sell to any potential customer profile
There are different customer profiles: analytical, pragmatic, diplomatic and expressive.
For each of them, there are different arguments that work best:
- Analytical: it follows structured rules and systems, uses logic, evidence and facts
- Pragmatic: he trusts objective plans and clear ideas, he loves to bargain and is very competitive, let him think he “won” the negotiation
- Diplomatic: empathy and rapport are essential with this type of client, show that you want to find a good solution for both parties
- Expressive: doesn’t like numbers much, it’s more intuitive, show great future achievements, in addition to immediate results, in the solution, you’re selling and use metaphors
3- Sells the entire mix of products and services
There is no way to be an excellent salesperson without knowing how to sell with the same competence any product or service in the company’s mix.
For this, it is necessary to create value, discover the need that each product or service in the mix meets for its customers.
During prospecting and customer contacts, it is necessary to “transform” this need into a problem that needs to be resolved with priority.
For example, if your company offers enterprise financial tracking software, it is of great value to customers who have trouble managing their finances.
Show him that if this problem is not resolved, the company may no longer have sufficient financial resources to run the business, despite having excellent products and services that have a certain demand in the market.
Show that the concrete solution that your company offers (in this case, financial management software) can be the ideal solution from the customer’s point of view: the end of resource management problems to run your business with peace of mind.
4- It is in line with the tactical sales plan that was established
You’ve heard of it – of course! – That every company carries out strategic planning annually.
This planning determines the objectives of the business as a whole (strategic level) and is then broken down to the tactical level, that is, for each department.
Therefore, the sales department manager creates his own goals when he defines his tactical sales plan.
These tactical goals are then distributed among the salespeople, this is called the operational level.
These are your sales quotas and other goals that the sales manager assigned to you, such as the number of visits, phone calls and proposals sent, for example.
Note that your role within the company’s strategic planning is defined in this tactical plan.
You can’t be a good salesperson without doing your part in the tactical sales plan and contributing to the company’s strategic objectives.
5- Use market share and wallet share strategies
Dominating the market share (market share) defined in the company’s strategic objectives is very important.
This does not necessarily mean being the leader, but occupying territory in this market, which is where sellers go to seek sales opportunities.
With each new customer conquered, a little piece of the market is removed from the competition and starts to be part of your company’s market share.
Another important point is the wallet share: the slice of the “portfolio”, of your client’s money that he spends with your company.
Wallet share strategies aim to sell more to those who are already a customer.
For this, study your mix of products or services and see if this customer could not be interested in more solutions that your business already offers.
6- Maintains the customer base
How to be an excellent salesperson?
In addition to gaining new customers and expanding the company’s market share, an excellent salesperson must be concerned with maintaining their current portfolio and selling more and more to it.
For this, two important techniques are widely used:
Sell products and services from the company’s mix that your customer does not buy yet and are related or complementary to what he already buys.
For example: in the case of the financial management software we talked about, the seller can sell a complementary product, such as an automated invoice issuing system.
Increase the amount your customer spends on your business.
Let’s follow the same example. The client has a basic plan for this financial management system.
The salesperson studies the client’s business and notices that it is time for him to migrate to the “plus” plan.
7- Result salesperson is one who fulfills a business plan
The business plan defines how to achieve the tactical goals stipulated by the sales manager.
There is a whole strategy behind this and specific tasks are assigned to each salesperson.
If a salesperson feels more comfortable selling only a certain type of product, or serving a certain region and runs away from the commercial plan, he is acting for his own benefit, and this can harm the team and the company as a whole.