I had something else planned to post for today, but I ran across this blog post from David Ly Khim earlier this morning, and I thought it had great information – both for sales and non-sales people.
17 Habits of an Effective Salesperson
Khim gives 17 habits that their research team discovered from the most effective salespeople in their own company. And while some are sales-specific habits, many of them can be adapted for whatever role you may have in your own organization.
The 17 Habits
Each of the habits Khim listed provides some great advice. The ones below in particular are applicable in many arenas and are often greatly under-utilized.
2) They prepare ahead of time.
Be prepared. It seems like a silly thing to say, but many people underestimate how damaging it can be to your first impression and professional persona when you arrive unprepared.
4) They know their product.
Do you know what your product (or service) is? Do you know how it compares to your direct competitors? Why should a customer choose yours over others? What value does it provide? How customizable is it to different customers’ needs?
6) They constantly build personal relationships.
Building trust with a customer goes beyond the simple transaction. Learn about them – what are their struggles, goals, hobbies, interests? Understand how you can help in ways that go above and beyond good customer service.
8) They don’t try.
After meeting up with objections and rejections over and over again, it can be easy to slip into the same old routine. Keep yourself energize and excited. Each new person you talk to is a new opportunity to listen and learn. Be sure you are in it completely each time.
9) They actually listen.
Many sales people get stuck on their own scripts: “I came here with a message to say and I am going to say it.” Instead, listen to what your prospects and customers are saying. You need to present in the conversation, but that doesn’t mean you have to do all the talking. Listen.
10) They get their eight hours of sleep every night.
Or 6, or 7, or whatever your number may be. Figure out how much sleep you need to be at your best, and do whatever you can to make getting that number each night a priority.
11) They believe in what they’re selling.
This ties directly to #4. If you know what value your product or service can deliver to your customer and you believe in the words you are saying and the messages you are sending, then your customer will be more apt to trust and listen to you.
12) They’re purpose-driven.
Why are you in sales? What motives and drivers you professionally? What is your purpose, for yourself and for your company?
17) They view their customer’s success as their own.
See #9, then #6, then #8. Listen to your customers. Learn about them and build a personal relationship. Then try. Know how you can help your customers achieve their goals, solve their struggles, and become successful in their own companies.
Be sure to check out the other habits, they are good too. Read the full blog post here.
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