Salesperson

Great Salespeople: Born or Made?

January 28, 2021 By Adriana

Are salespeople born with all the knowledge and skill needed to perform at the top of their profession? Of course not. I believe the fundamental qualities of a great salesperson are developed over time. So the answer is salespeople are made! When salespeople diligently practice their trade they master the important selling skills. Let’s begin with the foundation on which to build a great sales career: yourself. What qualities do great salespeople have?

Great salespeople learn their trade through diligent practice

Great Salespeople Are Made By Practicing Their Trade
Image by Peggy und Marco Lachmann-Anke from Pixabay

Three Fundamental Qualities Of A Great Salesperson

Ego strength, ego need and empathy. Great salespeople have healthy egos; either naturally or learned over the years. They are self-assured and confident. Being resilient in the face of rejection, defeat and lost sales yet keep on trying is the fundamental personality trait of great salespeople. Empathy, the ability to understand the customer, is fundamental to success in sales. In addition to these personality traits, great salespeople are driven to succeed. They use knowledge, attitude and behaviors to become the best they can be. Determined to achieve their dreams, great salespeople overcome any obstacles in their way….

Sales Skill: The Telephone

January 21, 2021 By Adriana

Great salespeople know the telephone is a time-tested tool for virtual selling. Even before the COVID pandemic changed the way “road warriors” had to sell, the telephone was the primary tool for salespeople. So now rather than the black phone with pushbutton dialing of years gone by you now have a mobile device. As powerful as these small digital devices are the telephone feature is still a practical sales tool.

Great Salespeople Master The Telephone Skill

The Telephone Is The Oldest Virtual Meeting Tool

Sure there are many ways to virtually contact prospects: direct mail, email, video chats to name a few. But for the great salesperson, the telephone is still the most powerful. And simple to use. Telephone conversations are real time dialogs. You can hear the nuances in the voice. And react to your prospects comments immediately. The phone is a salesperson’s most valuable tool because phone conversations move the qualification and sales process along quickly. You can create interest and desire real time using a phone. Often a successful phone conversation is the beginning of a mutually beneficial, long-term relationship….

Sales Skills: Your Selling Tools Inventory

January 7, 2021 By Adriana

Well, it’s here. 2021 has begun. Are you ready? One way to check is to look at your selling tools inventory. Every one of us great salespeople have a particular skill set we use in each sales pursuit. So take a few minutes to think back over the successes in selling during the past year. What did you do well? What skills need improvement? And most importantly what skills don’t you have?

Great Salespeople Take A Sales Skill Inventory
Image by Claire Dela Cruz from Pixabay

The Successful Selling Process

Great salespeople have a sales process which is proven and repeatable. Here’s mine: first I need to get prospects to like me enough to answer my questions. I call that building “rapport”. Next I want to find out whether they have a significant problem I can solve. That’s the “pain” step. Now I want to know if they have the “budget” to solve the problem. Throughout all of the sales pursuit I want to be dealing with the “decision maker.” When I’m sure I’m dealing with the decision maker and have determined they have a problem they want to solve and can commit funds to do it, I “ask for the order”!…

Time To Celebrate And Share Your Gifts

December 17, 2020 By Adriana

Today, December 17, is the day each year I celebrate and share the happiness of another birthday with family and friends. This and every other day I remember the gifts of knowledge and experience from my long career in sales. Each week I look back on the triumphs and challenges of that career. I choose one bit of knowledge or experience to share with you.

The Best Gifts Are The Ones You Give Because They Are Golden

The Best Gifts Are The Ones You Give
Image by Clker-Free-Vector-Images from Pixabay

Why I Blog

I had a very rewarding 45-year career in sales. While I don’t own an island or even a beach house, I earned more than enough to raise a family and now have a comfortable retirement. The most valuable asset from 45 years of professional selling is the wisdom I gained.

During my career in sales I always sold technically complex products business to business. I know each sales opportunity is unique and each great salesperson has a particular style. But the fundamentals of good professional selling are applied every time we win an order. So in my blog I focus on the fundamental activities, behaviors and knowledge of great salesmanship….

Sales Skill: Learning From Past Lessons

December 10, 2020 By Adriana

To say 2020 was a different year is an understatement. But great salespeople have always used past lessons to prepare for the future. This past year presented many new lessons. We learned to work in an environment with a pandemic virus. We learned to help customers pivot because of the pandemic. And we found new opportunities. Great salespeople use past lessons finding a way to overcome adversity.

Great salespeople learn from past lessons.

What Are The Lessons You Learned This Year?
Image from Pixabay

The Big Lesson

For most of us life changed in March 2020. Some states shut down “non-essential” businesses. Companies sent employees home to work. Consumer income dropped dramatically. Business purchasing models changed. Sales processes were revamped to meet the changing environment.

We learned to work from home. Instead of meeting in a business setting we watched each other in small squares on laptop screens. We adapted and survived or maybe even thrived during this time. Because not every business was affected the same. Some pivoted to making facial coverings, some distilleries made hand sanitizer, hospitals preserved space for the sickest COVID infected patients. We great salespeople were creative in our approach to business in this disruptive period relying on the experience of past lessons….

Sales Skill: Word Choice

November 13, 2020 By Adriana

Great salespeople carefully choose their words when we speak with prospects and customers. They know word choice affects the outcome of their sales presentation. The language we use and the jargon of our industries changes over time. Think carefully about relevant word choice. And how you relate to your prospects and customers.

Words Choice is Important
Image from Pixabay

Proposal vs. Quote

Great salespeople use word choice to develop long-term, mutually beneficial relationships. Sounds like a marriage, doesn’t it? Do we “quote” to the one we love or “propose?” A “proposal” is rich in detail about the value of the purchase to the customer. A “quote” is all about the price for the item….

Selling Skills: Your Personal Brand

October 1, 2020 By Adriana

Great salespeople know they have a personal brand separate from the products and services they sell. They understand their brand is the basis for developing and growing relationships with their clients. Whether or not you intentionally create your brand you are one in the eyes of your customers. So as long as you will be branded, create one yourself.

Great Salespeople Have A Recognized Personal Brand
Image by John Hain from Pixabay

What Is A Personal Brand?

When you see a red soda can with white lettering most likely you will identify it as a product of a particular company. And you will assign certain attributes to the product. Seeing a three-point star in a circle on the front of an automobile you form an opinion about the vehicle and maybe the driver. Similarly others you meet see certain characteristics in you. Physical appearance, cadence and resonance of your voice, attitude, emotional strength, knowledge and other recognizable traits taken together create your personal brand….

Sales Skills: Keep Customer Relationships Fresh

September 25, 2020 By Adriana

Great salespeople know that “out of sight is out of mind.” They keep customer relationships fresh by regularly meeting with their best customers. One way to keep in touch now that COVID 19 has limited face-to-face meetings is to simply make a phone call. But don’t call to make a sale. Call just to learn how your customer is doing and how COVID pandemic has changed their business.

Handshake showing affirmative customer relationship

Great Salespeople Keep Customer Relationships Fresh
Image from Pixabay

Ask For Feedback

Keeping your customers happy requires good communication and feedback. Don’t be afraid to ask your customers how you are doing. You may find out some very valuable information—like why they keep using your services or products, or that they are unhappy with something that you need to fix ASAP. By speaking with your customers you can find out a lot about customer relationships. How do you think you are doing? Do your customers like you? Why do they keep using your service or business? Or why do they leave? Are you afraid to ask? Do you think that if you ask, you’ll get an ear-full?

What Should You Ask?

Are you wondering how to start the conversation? Here are a few questions to ask your good customers:

How did your company originally select us as a supplier? (This reinforces their decision.)
What do you like best about dealing with us? (Points to remember when prospecting.)
If you could change anything to improve our relationship, what would it be? (Fix the problems immediately!)
How can our company increase market share? (Good customers are eager to help and like to be asked for advice.)
How does our company stack up against the competition? (You need to know this.)
If you were the CEO of our company, how would you go about holding on to good customers like yourself? (They’ll tell you.)

Keep ’em Talking

Did you notice? These are all open-ended questions designed to get and keep the customer talking. Remember, your role as a salesperson is to ask good questions and listen to the answers. Make sure the customer is talking more than you are. When you allow your customer to speak they feel cared about. That’s the feeling you want engender to keep customer relationships fresh.

What Can You Do Right Now To Keep Customer Relationships Fresh?

Make a plan to regularly call your best customers
Call to thank them for their business
Ask questions which lead you to understand how to keep the customer relationship fresh

To learn more, see Chapter 22, Customer Management, in Secrets of the Softer Side of Selling. For even more sales help, join our FREE Sales Club! “See” you next week.

Good selling!
Don Crawford

The COVID Recession Is Here

September 17, 2020 By Adriana

Of course it is. You might not know it looking at the stock market indexes. But look at restaurant closings, retail store bankruptcies, airline passenger miles. We are in a period of poor economic times. But one lesson I learned from my father is his belief that “just because there is a recession, you don’t have to participate.” So what do great salespeople do to survive now that the COVID recession is here?

Chart showing precipitous decline in sales.

Don’t Let COVID Kill Your Sales
Image by Mediamodifier from Pixabay

Listen To Your Best Customers During The COVID Recession

Your customers’ reaction to their markets determines how it will affect your business with them. Keep in close touch with your A list customers. Ask good questions about their outlook. Find out their plans to deal with this business disruption. Share this information within your company so you can adjust your business plans to survive or better yet thrive during this COVID recession….

Nobody Buys What You Are Selling!

September 10, 2020 By Adriana

You are probably thinking: “Crawford, you have really lost it now. This quarantine is getting to you. Of course they are buying what I’m selling. I got the sales to prove it.” Really? It’s true nobody buys what you are selling. Your customers buy because they are convinced your product or service will solve a problem they have. Great salespeople know that to make a sale they first have to identify the problem the prospect has. And they make the sale because they can put the buyer’s mind at ease by solving the problem. The product or service is a means to an end for the buyer, not the end itself.

Nobody buys a product or service. They make a purchase to solve a problem

Find A Problem – Make A Sale

First Find The Pain

All great salespeople have a selling system. The one I use challenges me to find the pain early. Yes, pain. All purchases are made emotionally even though it may feel like a rational approach to the buyer. Salespeople must discover the buyer’s problem and the impact of the problem. Once they understand the buyer’s need for change, great salespeople offer a solution to the problem. Depending on the severity of the problem price may be the least of the buyer’s concerns….