I was recently asked, “If you were mentoring a new salesperson, what would be your top five sales tips and how did you learn those?”
Good question! It really got me thinking. There are so many things I’d like to tell a new seller. But what are the most important? What things could I recommend that would have the highest impact on success?
After serious deliberation, here are my thoughts …
1. Focus on making a difference.
Nobody cares about your product, service or solution. That’s the hardest thing for sellers to realize. All they care about is the difference you can make for their organization.
For example, today I sell sales training. If I’d call a VP of Sales and mention that, they’ll tell me they’re not interested. However, once I changed my focus to the tangible outcomes they’d get from using my sales training, the door opened wide. After all, they were extremely interested in shortening their sales cycle, reducing the ramp up time for new hire sales reps and driving revenue growth.
2. Slow down to speed up your sales.
This was one of the hardest things for me to learn. When I first started selling, I was so eager to be successful. I tried to wow my prospects with my great product knowledge. I closed often and early. But the more I tried to rush things, the more resistant to moving forward my prospects became. They’d throw out obstacles and objections that I couldn’t overcome. When I learned to slow down, parcel information out over multiple meetings, and simply advance the sales process one step at a time, suddenly my sales increased.
When you’re scared about not getting the business, your prospects can intuitively sense your fear. One of the major symptoms is rushing the sales process. ….