Is there an art form to selling? Some sales experts say “YES!” And because it’s an art it’s difficult to teach. While other’s say “NO!” It’s a systematic conversation that leads to a possible transaction. I’m a firm believer that it’s a lot of both.
I have met some amazing producers in my career. Having spent nearly 30 years managing, training, teaching and organizing I can lay claim to have had the good fortune of working alongside many of these artfully systematic sales geniuses.
Here are 4 things they do which is part art (they use their whole personality amplified) and part system (they work hard at it everyday)
Never ending References – Sales Geniuses are constantly referencing their happy customers while engaging with their current potential customers. Then when their potential customer becomes a new customer they by default become a lead provider and of course another great reference.
Amazing Networkers- Sales Geniuses are constantly networking, not in the traditional sense where they join a networking club or group; they’re way too busy making sales (aka making money) to spend there time with people who are generally afraid of selling. These persistent networkers are connecting their business community to their neighbours. They are talking to every business in their area that could possibly use their product or service. They are connectors not just for their own sales but because that’s what they do. They connect business people they meet to other business people because they see a possible benefit for each. Synergy is not a lost word in their book.
Creative Problem Solvers – Great Salespeople work a system and create new systems that work for them. They pick up the phone and make calls. They get in their car and make meetings.. They make cold calls and turn them immediately into warm exchanges. They are connecting to their target audience through any means necessary. They talk about what they do to everyone they meet regardless of the circumstances. Everyone knows someone who could benefit from the products and services they represent. Family members, neighbours, friends, teachers, sales assistants all know someone who has challenges and needs a creative solution.
Pro-Active – Great salespeople don’t wait to hear the reason someone might not be interested in their product or service. They’ve already thought about every reason to buy or not to buy and are able to predict what their targeted customer might be thinking. They don’t handle objections they respond pro-actively to body language, voice cues and verbal exchanges. They use the pull method.
- They listen
- Agree
- Talk in solutions by Responding Positively,
- Give a reason for their response, then
- Provide a reference from one of their previous customers who thought and felt the same way before they became a satisfied customer
Who of us can refuse now?
Lastly, and most importantly they believe in themselves and their ability to influence the outcome of an interaction that results in both parties getting what they want. They love helping people to make money, save money or invest wisely so they can have more time and convenience then they do now.
Sales Geniuses, I salute your intensity, integrity and tenacity. I deeply respect the undeniable part you play in keeping the engines of commerce ticking along. Thanks for your energy, enthusiasm and great sense of humour and as you know… “We love to shop but hate to be sold to!”
Dominic Kotarski, author of “The Making – A Complete Sales Guide” and Founder of Sales Success Academy
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Dominic writes, speaks, inspires, motivates and teaches on the most important aspects
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