Have you just started your job in sales? Congrats!
And I can bet that you (and most of people reading this) didn’t take any formal training before this “sales” role. Right?
We learn all the “how to’s” on the job.
And the truth is: Sales process is not easy. Pick up the phone, finding the right prospects, answering questions, follow-ups, and closing the deal.
All this require a lot of patience, determination, and discipline.
In an effort to share some proven sales advice with the new salespeople, we reached out to some sales experts (even veteran sale people can learn from these people).
If you take a small nugget of wisdom with you, we’ll be happy,
Let’s dive right into…
Cory Warfield (Connect With Him On LinkedIn)
My tips are to build relationships WITHOUT trying to sell anything and to listen WAY more than they talk. Also I know everyone else says they’re not dead but I think cold calling and cold email is dead. Ineffective. A waste of time that pisses people off. I’ve never closed anything with either, neither seen anyone close anything with either, and have never been closed using either. That said I have friends who swear by it.
David Petherick (Doctor LinkedIn™)
Listen. Listen in on some sales calls that a more experienced colleague is making, and make notes. Listen more to what the person at the end of the call is saying or asking, and note the winning and losing strategies. The best sales person is a great listener, and has the customer in effect talk themselves into a sale.
Manish Balani (Connect With Him On LinkedIn)
Sales is similar to dating! Just like on a dating app, you give your bio and with this bio, you tend to impress the opposite Sex. Similarly in sales, you have to impress your prospects. People don’t buy from people whom they do not find impressive. Gone are the days when salespeople used to sell product, now “concept selling” is something that everyone needs to do, due to dynamic nature of requirements, products, and industry.
Just like while dating, a very eager person or someone who gets very touchy is shrugged off immediately. Similarly, if you try to sell without context or try to do follow-up which cross the line of demarcation between follow-up and irritating the prospect, you’ll never get that deal, and instead you will lose the prospect.
Always remember people don’t like to get sold, instead they want their problems to be solved. Focus on problem not on selling!
Sam Baisla (Connect With Him on LinkedIn)
My advice for a new salesperson:
1. Practice and Learn EMPATHY
Keeping your customer’s WIIFM (what’s in it for me?) in focus is the center point to all persuasive communication. If you learn and practice this you will be better at everything you do.
2. Sales is just not a skill or job
Being in sales changes the way you think and approach life in general. Setting goals and taking massive action for the same, inspiring people to join your cause or keeping your motivation up; you will learn all of this.
So, my advice for someone new in the profession would be to take this as an overall development project for yourself. The learnings will have a positive impact on everything you do in your life going forward.
Just make sure you are focusing on learning and there are good people around you.
Carlo Guzzi (Connect With Him On LinkedIn)
If you have decided to embark on a career in sales remember you are entering the people business. Your clients not only buy the product or service you are offering but they buy you. In other words people from those they know, like, and trust.
Ahmad Imam (Connect With Him on LinkedIn)
Make sure you treat every prospect, potential client and client….the same way. They may not be qualified. They may not be able to afford your services. But they very well could refer someone that can. YOU NEVER KNOW…WHO THEY KNOW!! Having a giving mindset is the best long term sales strategy.
Saheb Youssef Bakhsh (Connect With Him On LinkedIn)
Follow the CARE principle.
Connect meaningfully with intent with the client and appreciate the feedback that they are giving.
Relate to their real needs and requirements. Engage them with your suggestions and how you can provide them value and build a lifelong relationship.
Tracy Oswald (Connect With Her On LinkedIn)
When you’re just starting out in sales, it can feel overwhelming, intimidating and downright discouraging. It can be easy to get sucked into feelings of desperation, NEEDING to make a sale as month closes. And it can feel like your sales target is always on our shoulder, mocking you. [I promise you, it isn’t!]
Here are two core principles of successful selling that will help catapult you over the competition and into true and lasting success:
1. There 3 Things You Are Always Selling
• Your Belief in Yourself.
It’s important to know and continues to remind yourself of what makes YOU a great person to buy from. Answer these questions and keep answering them every day.
Why do people like to buy from ME?
Why should they buy from ME vs. another sales person?
How do I make people feel all throughout the sales process?
• Your Belief in Your Product/Service
In order to have true and lasting success in sales, it’s critical to believe in the product/ service you’re selling down to the core of your being. Sure, you can make some sales without deep belief, but you’ll never experience the true success you’re looking for without it. Know, believe and FEEL the answers to these questions:
What problem does my product or service solve? (This should just be a few words. If you can’t explain it in a few words, you don’t truly know.)
Why do I BELIEVE in this product or service?
Why do people buy my product or service?
• Your Belief in Your Clients/Customers
You have to believe that people WANT what you are offering! You must have an unwavering belief that people actually NEED it, and are waiting for you to show up so they can buy from you. Know and believe your answers to these questions:
Why are people excited to talk to me about my product/service?
How do people react when they learn about my product/service?
Why are people waiting for me to show up to teach them about my product/service?
2. Selling is NOT about convincing someone to BUY. It’s about creating a relationship and delivering so much VALUE that the sale is the next logical progression in the relationship.
I get dozens of sales ‘pitches’ every day in my LinkedIn Inbox. Sales people pitching me their services and products when we literally just connected 5 minutes ago! They are asking me to buy, without creating a relationship or giving me any value.
People buy from people they like and trust. They buy from people who make them feel good, who help them from a genuine place, not just to ‘win them over’ so they can make the sale. Now, I’m not saying that no one ever buys this way, I’m sure it happens.
But the BEST salespeople NEVER take this path. They are so much more successful because they put in the time to create relationships, deliver consistent [free] value in the form of education and conversations, that prospects seem to come to them and ASK to buy.
Ask yourself these questions:
• How am I showing up in my community and networking, creating relationships and HELPING people with no expectation of anything in return?
• How often am I educating on social media in the form of videos, posts, comments and engagement, without pitching my product/service and with no expectation of anything in return?
• How am I positioning myself as the ‘go-to expert’ in my field on social media and IRL? When you show up believing in yourself, believing in your product/service, believing that clients WANT what you have AND delivering consistent value to your network day in and day out – that’s when the magic happens.
Venkateswaran (Connect With Him on LinkedIn)
In my opinion – Firstly Relationship is everything , You should be able sell yourself to earn trust. Secondly, be obsessed about listening to your customer. Finally, Selling is – “by the people and for the people.
Priyanka Desai (Connect With Her On LinkedIn)
If you’ve just started your career in sales, here are my tips. I’ve made mistakes and learned what’s effective.
1. Cold-calling seldom works. There’s so much clutter in our inboxes and social media. Simply sending a mail pitching your services is no longer going to make a cut.
At one point in time, we used to send 10-15 cold emails to our prospects (SaaS companies) every day. The result was that all the emails would go to the spam folder and gave no results.
2. Add value. Help your prospects before presenting them a sales pitch. For our content marketing service, we prepared a list of prospects. We pitched for guest posts. We shared insightful content on their blogs. The result was that they got to know about our services.
Our conversion rate with guest posting is nearly 90%.
Another trick that works was giving them customized proposals. The prospects (CEO’s, CMO’s, digital marketers and content managers) get to know that the proposal is made exclusively for them. We took that extra step of researching their competitors, finding out publications where their competitors are talked about and covered.
3. Use the right set of tools. Managing the prospects, the stages of the buyer journey and follow-ups is a time-consuming task. Also, the overload of information leads to errors in the spreadsheets. Thus use the right set of tools.
Nikhil Sharma (Connect With Him On LinkedIn)
One of the best sales advice that I can give for beginners, as well as veterans, is to “Commit what you can fulfill”. Do not give false commitments to the customer. It will only result in a lack of customer trust and satisfaction, eventually, lower referrals leading to lower sales in the long run.
So, you successfully accessed proven sales advice from experts. Just implement these into your process and see results!
Would love to add any tips to this list? Or Got any query? Just drop your views in the comment section below.