Apply these sales behaviors and track your deals using a simple CRM and sales tracking app like Base for optimal sales results.
Sales people are often typecast as arrogant and self-centered. And many people have a negative perception of sales reps because of their behavior.
If you want people to look at you in a positive light you need to ensure that you display the right sales behaviors. Here are six positive sales behaviors to consider.
It may sound simple, but many sales people are not as punctual as they should be. Arriving late for an appointment, sales call or presentation is a recipe for disaster because it shows a lack of respect for your prospect and a lack of organizational skills. If you are late for a prospecting appointment, what will happen once you actually get the sale?
2. Treat people with respect
It doesn’t matter who you encounter, meet or talk to, it is essential that you treat everyone with respect and dignity. Many people can influence a decision makers final decision and if you treat someone disrespectfully, you could lose a sales a good sales opportunity.
When I worked in the corporate world, my boss – the senior Vice President – often had subordinates deal with sales people and the opinions his employees formed of those sales people influenced his decision to talk to them.
3. Keen business sense
In today’s business world sales people need to develop a good business sense. They need to be aware of trends, changes in the marketplace, and how certain decisions affect a business.
When I talk to business leaders (VPs, Presidents, CEOs) they often want to pick my brain to gain new insights. That means you need to keep informed and have a good understanding of key business issues that affect results.
4. Ask tough questions
Gone are the days when sales people could ask questions like, “What needs do you have?” or “What keeps you up at night?”
In today’s business world sales people need to ask tough, thought-provoking questions. Questions that make decision makers think. Questions that get to the heart of the potential problem their prospect may be facing.
It means being able to ask questions such as,
“What challenges are you facing?”
“What impact are those challenges having on your business? On you personally?”
Asking tough questions is difficult for many salespeople because the questions are probing and require the other person to think. It is difficult to prepare responses because every decision maker you encounter will respond differently which means you may not be able to prepare a response. However, this leads us to the next point.
5. Listen carefully
When you listen carefully and intently to your prospect, you demonstrate respect. And, you learn what is truly important to that person.
You may not have a solution for their immediate problem.
Take their insights and figure out how your solution can benefit them or how it can help them that problem. Don’t rush into a solution. In fact, you gain credibility when you say, “I’m sure I have the answer. Let me think about that for a few days and I’ll get back to you.”
6. Become a valued resource
Corporate executives and decision makers want to work with people who can help them improve their business and deliver better results.
Show your prospect that you are business resource by offering different solutions ans key insights into their challenges.
This means that you need to read trade journals and magazines, attend conferences and trade shows, and participate in webinars and online programs. When you can speak intelligently about current trends and business issues, you gain your prospect’s respect and begin to differentiate yourself from the average sales person hawking his product or service.
You also need to change your perspective.
Selling means more than talking about your product, service or solution. You need to show that you are business person.
Today’s business climate has changed. And you need to keep up with these changes and improve accordingly. Display these positive sales behaviors and you will begin to stand out from the competition.