The sales herd is crowded with salespeople all trying to practice similar sales techniques and apply similar tools. Some are more competent than others and gain a temporary advantage.
I agree that it’s important that you do whatever you can to improve your sales “efficiency.” But it’s not enough. Great salespeople are much more than better skilled than their brethren.
They are DiFFERENT. They stand out from the crowd. They do things that others don’t. They go against the flow. They don’t believe in boxes.
Take the test with pretty pictures:
Stand Out from the Herd – Created with Haiku Deck, presentation software that inspires
Or…be sedate with a list of questions!
Check out these questions to see if you are on the path to separate yourself from “the invisible majority.”
1. How many times do you say “I” in a client conversation?
Answer: a) – Make the conversation about them, not you. It’s not a platform for you to feed your self esteem and ego by talking about all you know.
2. What percentage of a client conversation to you normally occupy?
c) 25% or less
Answer: c) – If you don’t listen, you can’t learn what the client wants and desires. Effective sales is NOT about flogging your wares, it’s about carefully fitting what you offer to what is right for the client. This can’t be achieved if you are constantly occupying the airwaves.
3. Define “sales efficiency.”
a) how many products you sell every time you engage with your client
b) how many sales you make per hour you work
c) how many more months (or years) your clients stay with you as a result of your efforts
Answer: c) – It’s not about making the sale in front of you. Look at the big picture and then answer the question. Long term health comes from a steady stream of revenue not “one hit wonders”. If you are focused on keeping a client for the long term, you will do the right things and behave the right ways.
4. How many sales have you walked away from in favor of preserving the customer relationship?
b) a few
Answer: c) – Trying to sell a solution that doesn’t fit in an effort to meet your sales quota does nothing to build your long term currency with the client. Find the right solution even if it isn’t yours and they will repay you. Lose the sale but always keep the customer!
5. What is a personal sales brand?
a) a statement about your strengths
b) how you intend to achieve your sales goals
c) identifying the key sales attributes you have that no one else has
Answer: c) – An effective sales brand is more than what you think your strengths are. It describes how you are different from other salespeople in very specific terms.
6. What word is critical to building an effective sales brand?
Answer: b) – It’s not about being the best, it’s about being the ONLY one that does what you do. Words like “best”, “number one”, “sales leader” are at best aspirational vague notions that aren’t believable. Everyone uses them so you’re among a crowd of average people; not exactly a stirling brand position.
7. Ever ask your clients how they FEEL when they engage with you?
c) why should I? They buy from me, so they must be okay with it.
Answer: b) – There is a difference between a client who is satisfied with the product you have sold them and one who is emotionally connected to you in some way. They expect your products to perform the way you said they would; they are bonded to YOU if they enjoy the engagement process with you. Positive feelings toward you will drive future opportunities for you; spend time cultivating positive FEELINGS.
8. Which is the most effective tool to measure sales performance?
a) product sales
b) conversion rates
c) customer report card
Answer: c) – It’s important to use the internal measures at your disposal to gauge how well you are doing. But don’t forget to ask the customer! Customer perception at the end of the day beats any other measure. Start a simple monthly report card; 6 questions with a letter grade for each.
9. Which of the following is critical to client relationship building?
a) taking lots of notes
b) having a deep understanding of your products
c) financial acumen
Answer: a) – Being a copious note taker shows you give a damn about what your client is saying. And it gives you the opportunity to remember salient details for future sales.
10. What is the most important thing you can do to dazzle your client?
a) never make a mistake
b) always be available when they want you
c) recover brilliantly when you screw them over (and you will)
Answer: c) – Client loyalty actually is stronger after an OW! experience if you fix your mistake FAST and surprise them with what they DON’T expect.
So how did you do? Are you a sales stand-outer?