There are so many expert opinions on what kind of salesperson you should be. Not to mention the infinite methodologies that will help you close more deals faster and better.
How do you decide which methodology will work best for you, or is ideal for what you are trying to accomplish? The decision can be overwhelming.
If you’re looking for help answering those questions, this isn’t the blog for you.
But if you’re looking for some affirmation about why you shouldn’t give up on selling just yet, then keep reading.
Here are the secrets that I’ve discovered in my extensive two years as a sales guy that will help you master the art of selling.
Selling is the gasoline that gets a business going, but it can also be the fuel that lights everything on fire – if it’s done without understanding the needs of both companies.
There’s nothing worse than watching a sale go through and having panic follow behind the scenes because there was a lot of overpromising of tactics and results that can’t be delivered.
Sales is inherently a short-term game, because every company needs money coming in to be able to operate. So although the need is immediate, that doesn’t give you an excuse to choose money over the health of the company.
Revenue growth is good for your income and commission goals – and the company’s profits – but make sure you’re bringing healthy business to your company. Otherwise, you’ll set your team up for failure, trying to please a client who is going to leave in the end anyway.
Know your company’s capacity and its plan for growth so you can align your sales strategy with that direction.
However, if you know you generate more business than the company currently has capacity for, bring a proposed plan to your leadership to pitch how the company could grow.
Whether your plan is adopted or not, you’ll earn respect for seeing a problem and providing a solution – instead of just whining about being held back.
In a way, you’re the face of the company. Take ownership for looking out for the ship that you are trying to fuel, instead of just being focused on your part of the vessel.
Mastering the art of selling also involves another important factor for a salesperson: communication.
Communication is the king, because it can help you put out fires before they even start burning.
Don’t get me wrong: Your company can still make a lot of money and have horrible communication between internal departments. But I encourage YOU to be the best communicator you can be, even if the company you work for lacks communication.
When you effectively communicate with everyone on your team, you ensure that each individual has enough information to execute, as soon as the sales process is completed, without major hiccups. In addition, you’ll know if you have the capacity to deliver, and avoid creating a situation where you’ll hurt your company’s credibility.
Communicating well puts you, your company, and your prospect in the best position, because everyone will be on the same page about what’s happening and there will be no surprises.
Another one of the fundamental subjective truths that I believe in wholeheartedly about selling is simple but effective: Be honest.
This isn’t some inspirational celebrity hooplah.
I just want to encourage more salespeople to not be afraid about being honest during the sales process, even when it feels uncomfortable.
You and your company are just as important as the client you’re trying to work with.
But it’s easy to fall into the trap of wanting to tell a prospect that, “Yes, we can deliver everything you want with no questions asked.”
Brace yourself for this next piece of advice: It’s OK to say “I don’t know and I’ll have to find out,” if you can deliver (or find a way to deliver) all the solutions being discussed.
That’s just one example of what it can look like to be “honest” during the sales process, but remember, clients are partners. So you need to make sure that you can trust them and they can trust you.
Otherwise, you’ll have a volatile relationship that’s waiting to break down at the first sign of trouble, or the new and shinier version of you comes along.
Not every client is going to be a dream to work with and there won’t always be a personal connection, but those relationships will always go better if your team and the client both trust that you have their best interest at heart.
Salespeople represent your company as a whole. Don’t take that responsibility lightly and just sell what the company is offering.
Make the experience more than a transaction.
Even though it’s said a lot, I don’t think it is said enough: Under-promise, over-deliver.
Remain open to new selling techniques, but it’s also super OK to develop your own tactics and refine those.
The way to master the art of sales is simple: Be more than a salesperson, communicate well, and be honest.
Earth-shattering, I know, but these simple steps will have a huge impact on your approach as you find your way in the Sales World.