Do You Have These Top Sales Attributes?
Richard Moore
I get founders & entrepreneurs to sell with elegance | Art of Sell programme now open (see my featured link)
Here are the five essential rules followed by the top 1% of highly successful salespeople I've encountered:??
Rapport is king: Highly successful salespeople understand that far greater a reason why someone buys than the quality of the product on offer or the sales technique being used, is the relationship between the two parties. When you resonate with someone, they'll want to buy from you. Simple, but the number one tip by far.
History means nothing: Previous encounters, meetings or calls with other prospects might have crashed and burned. You might have been rejected all day long. But that doesn't have to mean that this new prospect in front of you right now will also result in rejection. The only constant is you and whatever emotion you decide to take into the next sales meeting.??
No questions? No sale: You can guess or assume all you like, but how can you truly understand the granular detail surrounding your prospects' needs without ever asking them? Not least, this demonstrates a higher level of interest in the person that you're hoping to have buy from you.
Not asking questions will kill your ability to grasp buyer needs
Mindset: You're there to "help them buy", not "sell at them". Same thing, right? Wrong. One is where the needs of the customer are put first; the other puts you at the centre of attention. Get your head right; act as the consultant, not the parasite.
The healing power of new pipeline: Prospects saying no? Shaky looking chances of a deal? Not enough revenue this month? Customers leaving? There are thousands of ways to "patch things up", but nothing ever beats the problem-solving capabilities of generating new sales pipeline. Time to get back out there!
What could you add here? Is there something you've noticed in the top salespeople you've encountered?
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Richard Moore is the Founder of the Basics of Sales course. You can connect with him on Twitter, Facebook, LinkedIn, YouTube and Instagram.
Find out more at www.TheRichardMoore.com
Operations Research and Systems Analyst @ US Army (CIO)
6 年Andrew Nicholson we were just talking about this on Tuesday at the pub you took me to around Bletchley Park! Haha... History is still relevant to determine relative rank in a competitive numbers driven environment like sales.
Freelance VA, PM, Extra pair of hands!
6 年#RichTips
General Manager | Brand Builder | Customer Experiencer Maker | Foodie
7 年Thanks Richard Moore. I’ll keep on building rapport!
Hey Sustainability Leaders ??Enviromental Activist ??????
7 年Great article this, personally like the history section as this has been successful for me recently, re engaging in conversations from the past which might not have gone well
Helping B2B Tech, IT & Consulting firms make confident pricing decisions for scalable revenue & double-digit profit growth. ** Top 100 Global Pricing Leader 2025 **
7 年I think a coaching mindset can help with selling. By listening and asking questions, you're aiming to fully understand your client first. As Stephen Covey says, "Seek first to understand, then be understood."