You would probably agree the majority view that successful sales people meet their quotas, are happy with their profession and are enthusiastic about their customer satisfaction. On the contrary, those struggling to meet quotas (quarter on quarter), that are stressed and worried each day and have a habit of constant complaints about their customers are possibly unsuccessful sales persons.
Having seen thousands of sales people and managed and coached hundreds of them, I thought it would worthwhile to share my experience in a simplistic six-point format. I share these based on my observations on what happens when the sales person meets their customer – where the rubber hits the road.
A successful seller has a distinct approach to selling. He/ She
- concentrates on buyer’s need and solving their pain
- is focused on customer satisfaction; The purchase order for them, is means to an end.
- always, converts features into benefit statements for the prospect
- is an active listener; asks questions to clarify his own understanding
- cooperates with the prospect in making the buying decision
- congratulates prospect on making the right choice
A normal salesperson is very unlike the above and usually demonstrates the following traits –
- is focused on the product
- is only interested in getting the order
- can rattle out product features tirelessly
- talks endlessly, never missing a beat
- pushes for the sale, oblivious of what is running in his prospect’s mind
- thanks prospect for the order
These fundamental differences almost always do sift between the rice and husk.