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How to be a Great Sales Person

Figuring out how to be a great sales person is something that many of us strive to achieve. And the great thing about sales is that there are very clear things that we can learn and implement to help us with this.

1. Continue to learn

In order to be a great sales person, it can help to embrace a philosophy of always continuing to learn and increase your knowledge. Yes, you may have years of experience, but there is always additional knowledge that can be added to your existing base of experience and skills.

There are two different areas to focus on with developing your knowledge and skills. You can always focus on improving your sakes skills and knowledge through sales training resources and materials. You cal also add to that product training so that you continue to improve your level of expertise of the products that you sell.

2. Focus on preparation

It can be common for us to not prepare enough when selling as we can often just pick up the phone or head into meetings without planning exactly what we are going to say.. Yet, if we take a step back and prepare more, we will have more clarity for how to be a great sales person.

There are a few different areas where preparation can lead to a positive improvement in our results:

  • Research: There can usually be a benefit from researching your prospects and their industry before calling or meeting with them.
  • Sales script: Many sales people approach sales calls by talking along points that just come to their mind right in that moment. The reality is that there are tremendous benefits that come from organizing your points and questions in a sales script ahead of time and then using that as guide when talking with prospects.
  • Objections: You are going to face objections in just about every discussion with a prospect. You can list these out and prepare for them ahead of time and that can be a clear key for how to be a great sales person.


3. Increasing activity

Having great results can usually be correlated with high activity levels. If you are able to increase your calls and meetings, you will likely increase your leads and sales results.

4. Improving Execution

Although, activity alone will not get you to where you need to be for how to be a great sales person. There are also some key execution areas that you will need to focus on:

  • Qualifying the prospect: Your time is valuable. Qualify your prospects so that you avoid wasting your valuable time with prospects that do not have a good probability of purchasing from you.
  • Find pain: When you are trying to qualify the prospect, try to uncover pain. This will not only help you to figure out which prospects to work with, but it will also help to generate more leads.
  • Building rapport: Prospects buy from vendors they like. Build rapport so that they are favorable to you and responsive during the sales cycle.
  • Building interest: At the end of the day, you will have to be able to create interest when talking with prospects.
  • Trial closing: Trial close your prospects during every discussion so that you know where you stand and what direction you are going in.

Launch Pad Solutions provides sales coaching helping sales pros with how to be a great sales person.

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This article was published on Saturday 13 October, 2012.
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