What does a Successful Sales Person Look Like?

kp3028 | Feb 12, 2011 |

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Do you have to sell to earn a paycheck or commission check? Are you responsible for business development in your company? Will your next review be determined by how many new sales you have closed? Are you worried that you may be looking for a new job, if you don’t start to close more sales for the company you are working for?

These are issues face by people all the time. Whether you are called a sales person, account executive, business development consultant….what do you have to be more like so that you can be more successful.

Let’s start with what you “should not be” –

You don’t have to be aggressive, but you do need to be assertive. Attend networking meetings to meet new people who may have a need for your product or service. Stop talking with the same people who did not buy your product in the past. Keep in touch with them by email, since something may change and they may need your services in the future. Make cold calls to introduce your company to people who may not know you. This isn’t the time to ‘aggressively pitch your product to them’ but it is the time to learn about their needs and tell them about the problems you have resolved for other companies.

You should not be a complainer. Everyone has something to complain about, but no one really listens.

Let’s see what you should be –

A person who sets clear defined goals for every day, week and month: Create a list of activities that will help you achieve your goals. Ask for help from people you know, who care about your success. Find a mentor. Sometimes you need to hire a professional coach or trainer who will tell you the things you need to hear, not just what you want to hear.

Stepping out of your comfort zone: take a chance and try new methods to reach prospects. Ask your happy and satisfied clients who they know that needs your services. Most successful sales people get more referrals from their happy clients; those referrals are easier to close than anyone you will meet at a networking event or through a cold call. Are you uncomfortable asking for referrals, because it sounds as if you need the business. Try this approach. Call an existing client and say, “Hi, it has been awhile since we last spoke. I am always happy to tell you how much I appreciate working for you. I work hard for your satisfaction. It doesn’t leave me much time, to find new clients, so do you know someone who has the same issue that we are helping you with. Would you be so kind as to tell me who they are, and I will call them?”

Successful salespeople never stop learning and trying new things, to improve their ability to close more sales….are you?