Best Kept Secrets to Being Great at Sales

Sales is a mighty task that every business must take on. Whether you’re a salesperson, solopreneur or small business owner, learning how to successfully sell yourself or your product is a crucial part of the business.

While you’ve likely heard all of the major sales tips out there ("Always Be Closing!"), there are a few secrets to being great at sales that are all about the little known efforts. Here are a few of them:

Create smart habits

Because sales are such a major part of every business, it’s important to develop habits that will set you up for success in the long run. But a little known secret to sales is that it’s all about the small habits that make up your day to day.

Before going into a sales call or pitch, make sure you do plenty of research about the potential client so that you’re aware of their situation and business. Then once you’re in the meeting, take plenty of notes to ensure that you don’t miss anything. You can also reference these notes later during the follow up to give a quick recap of what was discussed.

Lastly, follow up! Make sure to follow up in a timely manner and remind them why you’re reaching out. Smart sales habits are all about creating a routine and sticking with it. With a routine, you’ll save more time and become better equipped to make the sale.

Act as a resource

As a salesperson, selling your service or product is not your only job. You’re also in the position to educate your clients or customers by answering any questions or acknowledging concerns that may come up throughout the process.

If you present clients with the big picture of the situation rather than just talking about your service or product, they will gain a better understanding of their needs. Even if it means that you don’t make the sale right away, clients will appreciate you acting a resource to guide them through the process.

Have empathy

Empathy is a valuable and necessary quality in many of life’s situations, especially in sales. By putting yourself in someone else’s shoes, in this case the potential customer or client, you are able to better understand their needs. This can lead to a better connection and ultimately a better client relationship.

To have empathy during a sales pitch, being present is key. Give your prospective client your fullest attention and truly listen to what they have to say instead of waiting to present your business or services. By listening and having empathy, you’ll gain a much deeper understanding of what it is that this client needs and how you can genuinely help.

Time blocking

With the amount of time and energy that goes into sales, it’s important to make sure you’re using your time efficiently to get the job done and make the sale. Take a look at what tasks need to be completed and when -- are they daily, weekly, or monthly?

For instance, following up on leads is likely a weekly task, whereas analyzing and refining your sales strategy would be a monthly to-do. If you’re a business owner, it would be a good idea to block off certain days of the week or certain times of the day for sales so you can fully dedicate your time to generating new leads. 



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