In every sales team or organization, there will always be those star performers—the top sellers, in other words.
No doubt these top sales performers possess key sales skills, including soft skills. But we’re also certain that they are doing some things differently than others.
Here are the 10 secrets of top sales performers:
1. They are masters at goal-setting
They set their goals—both short-term and long-term—and work hard to effect the outcomes. They thrive when taking on a new challenge because that’s another goal they can achieve.
Being goal-oriented is being ambitious, yes, but they are also realistic and pragmatic and so…
2. They have a process
They don’t just rely on skills or gut or intuition. They believe in having processes and systems. They’ve created their own process for lead generation, lead nurturing, and closing. They are organized and methodical because this helps in their sales strategies: they know everything that’s happening with their prospects and accounts.
They are obsessive about their time and so they make smart use of it. They are productivity pros. They make sure they are focused on selling, and not on mundane paperwork.
3. They prepare and practice
They’re geeks when it comes to preparation. They research on their leads. They create scripts for calling prospects and draft emails before sending. They are fastidious when making presentations.
And then they practice their scripts and their presentations like they’re actors preparing for a play. They create multiple scenarios while practicing, making sure they have a perfect response for any question thrown their way.
4. They personalize and customize
They don’t believe in templates or one-size-fits-all solutions. They customize proposals and personalize emails and all correspondence. They do these by knowing exactly what their prospects need or want.
Even when they automate certain tasks (e.g. emailing or scheduling appointments), they still find a way to personalize the process.
5. They build relationships with clients
They don’t look at clients and only see dollar signs. They humanize the selling process. They are genuine in their interactions and strike a natural rapport with everyone they come in contact with.
How do you show sincerity to a client? Always aim to solve a problem or need that a client may have. When you show an honest desire to help, that’s sincerity. Give clients your undivided attention, spend time with them.
Make them feel special. Remember them on their birthdays. Send tokens of appreciation for their business. Send gifts on their work anniversaries or when they’ve achieved some professional recognition or award. Treat them out to lunch or drinks. There are many ways you can build meaningful yet professional relationships with clients.
Photo by Austin Distel on Unsplash
6. They are always on their toes
They know what competition is up to. They are constantly monitoring what deals competitors have won, what leads they are working on, and what new strategies they have in place.
Most salespeople would be demotivated by a competitor who is doing better. But the top performers will see that as a challenge—and as we’ve mentioned: they love a good challenge.
7. They’re naturally curious
They are constantly asking and wanting to know more. They ask clients the right—and even the difficult—questions.
They ask questions about the sales process. (They even “question” managers if need be, but never aggressively.) They ask their managers how they can still improve on their skills. They also ask clients for feedback. They are always hungry for knowledge and information because they believe that knowing more makes them better at their jobs.
8. They’re relentless
They’re persistent when it comes to finding potential customers. They are always networking: joining groups, attending events, and actively social selling.
They continually ask around for new prospects and referrals and re-engage old leads.
9. They maintain balance
Yet in the craziness of it all, they still somehow manage to stay balanced. How?
Sales can be stressful but top performers have found ways to de-stress and not let the daily grind affect their life outside work. They get enough sleep; eat a good diet; spend time with family and friends; and find time for personal hobbies or interests. They avoid the signs and effects of work burnout.
Even while at work, they take breaks. Research shows that taking breaks helps sharpen the mind and keeps you motivated.
They also do not let work outcomes affect them physically and mentally. They know how to handle the losses and rejections, and they also stay focused, non-complacent, and even more driven when they experience wins.
10. They genuinely like what they do
What also sets top sales performers apart is this: they enjoy the process. They enjoy the steps it takes to close deals. They like the challenge and the thrill of closing. In short: they genuinely like what they do.
Did you know that 46% of salespeople didn’t intend to go into sales? Now this doesn’t mean that 46% of salespeople are not cut out for this job. It’s very likely that some of the 46% stumbled upon the opportunity and are now great salespeople. But this tells you that not everyone went into this job willingly, but a good 54% got into it because they really want to.
Who among the 54% will become top sales performers? The ones who have experienced it all—the highs and lows—and are still crazy about the game.
And because they genuinely love the job, they constantly work on their hard and soft skills and employ all the characteristics we’ve mentioned above… over and over and over again.
Main photo by Jake Ingle on Unsplash
