When asked what makes great salesperson, I always mention the following seven traits.
I know that like in any industry, the tanning industry depends on great salespeople being able to get their products and services to the customers. I urge you to read these traits and make them mandatory practice for you and your team.
1. GREAT SAlESPEOPLE don’t think in terms of sales, but in terms of building a business. When a sales guy looks only at his numbers, he is essentially shooting himself in the foot. People who look at the big picture are able to reach goals and achievements much higher than they ever thought possible. If I’m looking only at myself and what I can get for me, then I only see small numbers. Small Numbers = Small Mindset = Underachieving Think BIG numbers. Expand your outreach; how many people do you want to impact? Think about how much more purposeful your job is if you set your vision to helping people rather than just yourself. By expanding your actions into your community, you will create opportunities at a greater level, while simultaneously nurturing great accomplishments for your company and yourself.
2. GREAT SAlESPEOPLE build their business one customer at a time, and then always leverage their last customer into more customers. Each customer is valuable, so treat them that way! You should treat every single customer as if they’re going to buy. They might not buy immediately, but they will be buying three months from now, six months from now, or even a year from now. Make every single person feel valued, respected and important! You can only close a sale with someone when they feel they’re getting much more than just the product. Product plus service and, potentially, a long-term client-customer relationship will guarantee returning customers and new customers through existing customers.
Get in front of as many people as possible. Sales is and will always be a numbers game. The more people you get in front of, the more sales you will close. The easiest way to show up and impact a growing audience is to gain respect, and get those you respect to promote you.
Make every single person feel valued, respected and important! You can only close a sale with someone when they feel they’re getting much more than just the product.
3. GREAT SAlESPEOPLE listen more than they speak; they understand the customers’ needs and create custom solutions to meet those needs. I could never sell ice to an Eskimo – this is an overused phrase to describe skill, but it doesn’t describe ethics. I could never sell ice to an Eskimo because it would not be ethical for me to do so. The Eskimo already has plenty of ice; what I need to do is find out if the product I have meets his needs. If I was selling heaters or a better type of sled, he would be someone that I would feel ethical selling to because my product solves his problems.
My point: you cannot provide service to anyone by selling them something that will not genuinely help them. Figure out what they need. How? By listening to what they are asking for. Many of my good friends in the car business are great at spending quality time listening attentively and asking thoughtful questions that will, ultimately, lead them to finding the right solutions.
4. GREAT SAlESPEOPLE deliver more than promised … and promise a lot! Over-commit! The absolute best way to convince someone to agree with you is to over-commit. Make them think they’re getting the world and then some. Then, deliver at an even greater level than that!
If you were about to propose marriage to your significant other, what would you say? “Hey, we could be okay together. I think there’s a chance that not too many bad things would happen.” NO! You would say, “Baby, I think we are perfect together and I promise you the best life possible!” You would make sure that they knew they were getting the best. Once the marriage happens, it’s your job to deliver that day after day and go even beyond what you promised. That’s what makes a marriage last.
So, why would you do any less for a prospective client? I see salespeople all the time who “set expectations low.” They don’t want to disappoint the customer.
5. GREAT SAlESPEOPLE invest time in matters that positively affect income rather than on things that provide no gain. Is watching an extra hour of TV tonight going to help you get closer to your goals? Do you really need to spend time reading negative stories that the media continuously clogs your newsfeed with? Sift through your daily tasks and filter the things that are absolutely pointless, that get you nowhere you want to go, but are there simply to distract you.
6. GREAT SAlESPEOPLE always seek new, better, faster ways to increase sales efforts. A salesperson always stays hungry. A GREAT salesperson will always build their clientele by being available for existing clients while simultaneously looking for new clients.
Time is spent on training, handling objections, complaints, concerns and needs. You must try to find ways to fill your pipeline. Never find satisfaction – hunger for more!
7. GREAT SAlESPEOPLE invest in networking, community and relationships, knowing that the difference between a contact and a contract is the ‘R’ in Relationship. Work on things and invest yourself in the community even if it doesn’t seem like you’ll immediately receive monetary benefits from this pursuit. Why do we love hearing about big businesses doing good deeds and charity around the holidays? Because it’s evidence that they care and take part in the world around them. Be human; lend a helping hand.
A great salesperson gets involved in the community by actively investing time and energy in relating to people and making positive impact. Building community ties builds a sense of trust, and trust leads to a long-lasting relationship. Once an open and trusting relationship has been established, people are much more willing to buy from you. You will be more than just someone they know, but someone with whom they want to do business.
