Two Interesting “Lists” for Sales Success
Collated by Michael Griffin
Mike’s Note: I found two graphics on lists for sales success and put them into MS word so I may add my comments in italics. Food for thought and possible action by you and your sales team. You could distribute this blog as a handout and have a sales team discussion on each of the points in each list of insights.
10 Traits of Top 1% Sales Pros
By Salesdaily.co
They lead with questions
They ask before they pitch. Understanding the buyer first. Agreed! Seek first to understand (by probing), as Steven Covey says, the issues and needs. Then link to your solution that provides value and meets needs.
They don’t wing it
Top seller prepares for every call like it’s a million-dollar meeting. Being prepared shows you care! You may only get one chance!
They follow up without being pushy
Persistence with tact. They add value in every touch. Value can be a sincere empathy and the value of your solution. No feature push but educate with value!
They know their numbers
Conversion rates, pipeline stages, deal velocity-it’s all tracked. Maxwell’s Law of the Scorecard! Research it.
They role-play regularly
The best practice. They don’t just rely on live calls to improve. Most salespeople ignore role plays. A better way is to use the ELAvate Salesably AI Role Play platform to gain unbiased insight and coaching on your selling skills and product knowledge.
They personalize everything
No generic intros or presentations. Every email and demo is tailored. Maxwell’s Law of Connection. You need to touch their heart and emotions as well as solve their problems.
They ask for feedback
From peers, managers, even prospects-growth is the goal. Be teachable and humble enough to learn from others!
They stay calm under pressure
Quarter’s ending? Pipeline’s dry? They never lose composure. B2B selling is a marathon not a B2C sprint!
They’re obsessed with the buyer
They go deep on personas, pains, and buying psychology. I would also include understanding their communication style (DISC) and their “Need behind the Need.”
They close with confidence
No awkward endings. They know when and how to ask for the deal. Successful salespeople practice the nine points here making it easy to move forward with a collaborative close.
This next blog was extracted from a graphic by Salesdaily.co is very helpful for you to reframe what you may have thought are you “good questions” for customer discussions and how to make them more collaborative and respectful. I have added some of my own questions.
I hope you found these two charts useful to reframe how you interact with your customers to have more collaborative business discussions that are a win for your customer, you and your company.
Michael J. Griffin
CEO and Founder of ELAvate
Global Sales Productivity Coach
Partner with Salesably AI
michael.griffin@elavateglobal.com
+65-91194008 (WhatsApp)