17 Best Practices of Top Performing Sales People
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17 Best Practices of Top Performing Sales People
by: Kelley Robertson
Many people wonder what separates a top performing sales person from the rest
of the pack. In most cases, it's because they apply a number of best practices
in their daily routine. Here are 17 best practices of top performing sales
- They set HIGH TARGETS and goals. Top performers don't wait for their
manager to issue an annual or quarterly quota. They set their own goals that
are usually more ambitious than the corporate targets.
- They carefully PLAN their quarter, month and week, as well as their
daily schedule. Too many sales people fly by the seat of their pants and
only look at the day or week ahead instead of planning their month and
quarter. Look at the big picture.
- They set OBJECTIVES for every sales call. It is essential to know
exactly what you want to accomplish before you make your call (face-to-face
- They ASK high-value questions that probe to the heart of the issue.
Sounds simple but most sales people fail at this and ask weak, feeble
questions. Top performers are comfortable asking tough questions that make
their prospect think.
- They LISTEN carefully to what their prospects & customers say instead of
waiting for your turn to speak listen to your customer. You can ask all the
questions in the world but if you don't hear what people tell you won't be
able to present the proper solution.
- They CLARIFY the issue when they are unclear what their prospect means.
People often say things that are unclear and most sales people assume they
know what their prospect means. Top performers take the time to fully
understand by asking "What do you mean by that?" of "Can you clarify that
- They WAIT TO PRESENT their product, service, solution or idea until they
know exactly what their prospect's situation is. The majority of sales
people jump too quickly into their 'sales pitch' but top performers are
patient and wait for the right moment.
- They begin every sales presentation with a brief RECAP of their
understanding of the prospect's situation. Again, a simple concept but one
that is greatly ignored by many sales people. A quick summary of your
customers' situation give you the opportunity to ensure that your
presentation addresses their key issues.
- They know how to ADAPT their sales presentation if their prospect's
situation has changed. Making changes on-the-fly is challenging but it is
one way to stand out from your competition. Learn how to modify your
presentation when customer's situation has changed from the time you
initially met to the time you are delivering your presentation.
- They know how to properly and effectively POSITION their product,
service or solution. The vast majority of sales people fail miserably at
this. They talk, talk, talk but usually end up talking about aspects of
their product or solution that have little or no relevance to their
- Their sales presentations FOCUS on the prospect. Most sales
presentations focus on the seller's company, their product, or other trivial
information that is of no interest to the customer.
- They are PREPARED for potential objections. Top performers anticipate
objections and plan their response before their sales call.
- They always establish the NEXT STEPS. Decision makers are busier than
ever which means they are more difficult to connect with. Avoid losing
contact with a prospect by agreeing on the next steps after every sales
call. Do this in face-to-face meetings and telephone calls.
- They FOLLOW-UP after the initial call or meeting. Many a sale has been
lost because the sales rep failed to follow up after the initial call. You
cannot rely on your prospect or customer to call you; you need to take this
initiative. Set this up during your call or meeting.
- They PROSPECT continually to keep their pipeline full. It's not uncommon
for sales reps to experience peaks and valleys in their sales. This is
usually a result of failing to prospect for new business on a regular basis.
Avoid the highs and lows and schedule time to prospect for new business
- They deal with the DECISION-MAKER whenever possible. Dealing with people
who have little or no buying authority is a waste of time. However, many
sales people fall into this trap because it is easier to connect with people
other than the decision maker. And that may be true. However, in the long
run, they end wasting their time because they don't close the deal.
- They look for ways to KEEP IN TOUCH with their customers. A sale is not
a one-time deal. However, you need to find ways to keep your name in your
customer's mind to prevent a competitor from squeezing in. Top performers
incorporate this into their schedule and make it a priority.
Incorporate these strategies into your routine and you will quickly become a
top performing sales rep too.
© MMXI Kelley Robertson, All rights reserved.
Kelley Robertson, author of The Secrets of Power Selling helps sales
professionals and businesses discover new techniques to improve their sales and
profits. Receive a FREE copy of 100 Ways to Increase Your Sales by subscribing
to his free newsletter available at
www.kelleyrobertson.com. Kelley conducts workshops and speaks regularly at
sales meetings and conferences. For information on his programs contact him at
Contributor: Kelley Robertson
Published here on: 15-May-11