Most sales reps are mediocre. Others know what it takes to get a leg up, and consistently outperform the crowd.
Which category do you fall into?
Discover the winning behaviors of successful sales reps in this presentation from Business Wise Insiders, your local networking and biz-dev ideas group for Atlanta, Charlotte, and Dallas-Fort Worth.
6. WINNING TRAIT:
WHY IT WORKS:
Assertiveness
Your prospects want someone to give them
honest advice about how to solve problems
and address priorities without being coddled or
“sold to.”
Assertive sales reps successfully strike that
balance. They are willing to step out of their
comfort zone to give their prospects what they
need, rather than serve their own interests.
7. THE ASSERTIVENESS “SWEET SPOT”
Too UnpredictableToo Risk-Averse
Don’t Care Enough Too Competitive
Too Sociable Too AggressiveASSERTIVE
ASSERTIVE
ASSERTIVE
8. Even as you use assertive behavior, remain mindful of
rapport-building with your prospect.
Don't let your competitive urges overtake the need to be
professional and tactful. Always strive to earn your
prospect’s respect and trust, not just to close another deal.
Wise Guys Tip
11. WINNING TRAIT:
WHY IT WORKS:
Prospect Pain Discovery
Your prospect needs a reason to buy.
The better you help quantify your prospects'
pain—and its intensity—the greater the need to
eliminate the pain with allocated dollars.
Pain that's acutely felt leads to action.
12. Ask probing questions, analyze the answers, and use your powers of deduction
and empathy to help your prospects realize just what "pains" them:
PAIN QUESTIONS
“If changing your approach
isn’t a top priority right
now, what are your top
priorities?”
“Wow, I don’t hear that very often.
Can you share some of the details
of what you’re doing so I can
understand what’s working so well
(and maybe use it for myself!)?”
“I hear that a lot.
What’s the one thing
you would change
about your process if
you could?”
“It sounds like your process is
firing on all cylinders! Are there
things about your process you
wish were better?”
“It sounds like things are
going pretty well. Are
you ever concerned
about [INSERT
COMMON PROBLEM]?”
13. Even in a soft economy, when your prospect
believes he has a problem worth solving, “no”
budget may become a “found” budget.
And the tougher the economic climate, the
greater the likelihood to uncover pain.
Wise Guys Tip
14. KNOWS PROSPECT
INSIDE & OUT
BUILDS STRONG
RELATIONSHIPS
FOCUSES ON RESULTS
COLD CALLS
CONSISTENTLY
Which of these traits is among the TOP 7
behaviors of successful sales hunters?
16. WINNING TRAIT:
WHY IT WORKS:
Consistent Cold Calling
Successful sales hunters don’t wait for
prospects to find them.
Targeted, efficient cold calling is a critical
component of any proactive sales regime. If
you cold call consistently—and effectively— you’
ll fill your pipeline faster. If you don’t, you’ll
lose opportunities to the competition.
17. COLD CALLING STATS
...of successful
connections require
6-12 “touches” (more
cold calls = more
touches = successful
connections).
78%
...of sales are made on
the first contact,
while...
...of sales reps quit
after the first “no”
(sales reps who cold
call persistently have
a leg up on half of the
competition).
..are made on the fifth
through twelfth
contact (a well-placed
cold call can
dramatically increase
your success rate).
2% 80% 44%
18. If you’re struggling to make calls, try the “5 After 5” Rule:
Set a daily goal to make 5 calls after 5pm. You’ll be able to
go about your daily routine without having to find time
for cold calls... and you may find that your prospects are
more likely to be at their desks.
Wise Guys Tip
19. EXHIBITS EMPATHY
PLANS THE
SALES PROCESS
CONTRIBUTES TO
THE TEAM
DEFTLY MANAGES
CONFLICTS
Which of these traits is among the TOP 7
behaviors of successful sales hunters?
21. WINNING TRAIT:
WHY IT WORKS:
Plans the Sales Process
While the outcome rests with your prospect,
the process is within your control.
A focus on process creates an optimal dynamic
for both you and your prospect. If you deliver
what you promise in terms of insight and
value, you’ll earn your prospect’s trust and
respect… and a lot more sales.
22. KEY ELEMENTS OF THE SALES PROCESS
Rituals & Processes
How do you connect with
prospects? Generate
leads? Land clients? Find
what works, then
replicate and refine.
Tools & Technology
High-quality tools
(databases, CRMs)
enhance your ability to
generate new business,
and demonstrate a
commitment to success.
Language &
Communication
Verbiage that’s unique to
your team and ongoing
communication reinforce
your process and engage
everyone in its success.
Social Structure
Managers who also sell
and high commission
rates for reps engender
mutual respect and pride
in the craft of sales.
23. Regular sales meetings are a great way to reinforce your
sales process.
Have each sales rep review their bests and worsts from the
past week. You’ll generate dialogue about what’s working,
what isn’t, and how to constantly refine and improve.
Wise Guys Tip
24. Which of the following would a
successful hunter be MOST likely to
say?
“I have boundless
energy and stamina.”
“I’m proud to serve my
clients as a B2B sales rep.”
“I am 100% confident
in my abilities.”
“I set goals, then
I achieve them.”
26. WINNING TRAIT:
WHY IT WORKS:
Professional Sales as Career Identity
The sales profession faces an uphill battle in
terms of buyer perception. Sales has earned a
spot among the least trustworthy professions.
Avoid falling victim to the same
misperception. If you take pride in your job as a
sales rep, you’ll stand out from the crowd, and
be more likely to create long-lasting and
mutually beneficial professional relationships.
27. WHAT MAKES A SALES PROFESSIONAL?
Sell your unique insights: offer knowledge and
expertise in addition to your product.
Keep learning to hone your craft: seek to understand
more about your product and your prospect.
Serve your client, not yourself: solve problems and
address priorities—don’t push a solution that doesn’t
fit.
28. Stop thinking of sales as a “job.”
Think of sales as a profession—on par with doctors,
lawyers, scientists, chefs, and entertainers—whose
primary goal is to help people solve problems and
address priorities (rather than merely sell stuff).
Wise Guys Tip
29. LIKEABLE & SOCIABLE
THOUGHTFUL LISTENER
TRAINING INVESTOR
& PRACTITIONER
EMOTIONALLY
OBJECTIVE & COMPOSED
Which of these traits is among the TOP 7
behaviors of successful sales hunters?
31. WINNING TRAIT:
WHY IT WORKS:
Training Investor & Practitioner
Often, the difference between winning and
losing is a very small margin.
Sales hunters who seek an advantage by
investing in training expand their horizons,
learn more about what works and what doesn’
t, and gain a critical edge over their
competitors.
33. Training leads to more than just closed deals.
Use training to create a consistency in your
approach to the sales process. Your prospects and
clients will interpret that consistency as credibility,
longevity, and a commitment to success.
Wise Guys Tip
34. CONSISTENT ROLE PLAYER
STUDENT OF
PSYCHOLOGY
BIG PICTURE THINKER
LIFELONG LEARNER
Which of these traits is among the TOP 7
behaviors of successful sales hunters?
36. WINNING TRAIT:
WHY IT WORKS:
Consistent Role Playing
Role playing for sales reps is like the practice
field for athletes. Reps who practice more
perform better when it matters.
Sales hunters who role play are better
equipped to handle the most challenging sales
situations with poise and professionalism, and
to convert hard-to-get prospects into clients.
37. ROLE PLAY TIPS
Practice a range of different
scenarios (different titles,
company types)
Take turns playing the
sales rep role, prospect role,
and “fly-on-the-wall” role
Offer positive feedback before,
and more frequently than,
negative feedback
Make it challenging
without being embarrassing
Engage both managers
and sales reps
Review recent
real world challenges
38. Remember to practice harder than you play.
Interrupt. Nitpick. Express skepticism. Ask for clarification.
If you make your role play scenarios especially
challenging (while keeping them realistic), the real thing
will seem easy in comparison.
Wise Guys Tip
