Like other small businesses, Remi relies on the various levels of sales professionals at the company to fill the sales pipeline. Remi is a niche business and as a result, the learning curve when training new sales reps can be longer than usual. On a similar note, the sales process can be just a few short weeks, to months, to even years depending on the client and their particular situation. As a result, it’s important to hire the right sales people to fit our unique working environment. So, I thought I’d share some tips on how to be the “Zig Ziglar” of sales.
Below are the top 10 traits of successful sales reps:
1. Be a good listener!
Being a good listener means you are fully present at that moment and are comfortable with silence. In general, periods of silence makes people uncomfortable so they keep talking to fill the void. As a good listener, you are gathering valuable information about the client’s needs and are then able to ask great follow-up questions.
2. Like the Boy Scouts, always be prepared!
If meeting a client for the first time, do your due diligence on the company and people attending the meeting. Using LinkedIn is a great way to gather the information you need to make a great impression. It’s also wise to practice answering complicated questions so the answers come naturally when in the hot seat, especially working in a niche business like Remi. According to Zig, being prepared also includes showing up on time and being properly dressed.
3. Patience is a virtue!
Don’t rush the sale process; people need to be assured they are making the right decision and/or get through red tape. To save yourself some time, be sure you are meeting with the correct decision makers. Sales experts contend that clients won’t purchase your service/product until they've been engaged 7 times. <Tweet This
4. Create a dynamic routine!
Are you a morning, mid-day, or evening person? Create your routine around when you work best. If you’re a morning person, start the day off with a workout, healthy breakfast, answer some emails and then head to the office. If you’re a mid-day person, switch the workout to your lunch hour or if you’re an evening person, schedule working dinners.
5. Build a thick skin!
No matter how successful you are, rejection, failure and disappointment are a part of life. Your resiliency and ability to learn from them is what determines how successful you will be in sales. It’s important to remember that most of the time IT’S NOT PERSONAL!
6. Shoot for the stars!
Set your own goals, aside from the goals set for you at the office. Work hard to meet or exceed those goals, then repeat, repeat, repeat. Zig encourages all sales people to visualize your success and to never stop learning or training.
7. Exude self-confidence!
Believe in yourself and the service/product you’re selling. Your passion for the company will show clients that you care. Remi sales reps are trained in every department (pricing, account services, service center, and reimbursement dept.) to ensure they have the knowledge and confidence to answer any question during the sales process. Don’t be afraid to talk about money or ask for the sale either.
8. Be persistent, but not annoying!
Merriam-Webster defines persistence as the quality that allows someone to continue doing something or trying to do something even though it is difficult or opposed by other people. Enough said!
9. Master of Communication 101!
Face-to-face conversations are the best so you can read body language and phone calls are a close second. Remember to avoid jargon, be clear and concise, and Zig says it’s essential to be honest and fair. Once the sale is final, communication with the clients doesn't end there. Good customer service includes follow-up and staying in touch
10. Have a genuine personality!
Leave the car salesman act at home. People want to feel like you have their best interest in mind and that they aren't being duped into purchasing a service/product that will waste their time or money.
There are thousands of other qualities that successful sales professionals possess. However, this top 10 list is a great place to start. If you display these qualities, you have a sturdy foundation to be a great sales person. "You don't have to be great to start, but you have to start to be great" Zig Ziglar.
Please share this blog or feel free to leave a comment with some other traits you feel are also important to being successful! You can also check out photos from Remi's Sales Meeting in Myrtle Beach at http://www.theremigroup.com/Events.