Sales world can be completely overwhelming, especially if you’re making first steps in your sales career.
Being a salesperson can surely be rewarding (especially when it comes to finances), but it also includes high accountability and responsibility for delivering on your numbers and goals. It means a lot of pressure and stress, especially if you don’t feel like you’ve mastered all sales skills.
Is there a strategy helping us become a better sales expert?
It sure is, according to Kelly Roach, a former NFL cheerleader that turned into a million dollar business sales professional. Here’s how to be a successful salesperson according to Kelly.
#1. Get in the right mindset
I think everybody wants to be a top performer in their native industry, but not everyone is truly committed to do what it takes.
The most important part of being a salesperson is understanding that sales is in everything we do. It’s not only in products or services we purchase, it’s present in our communication and our relationships. Your favorite artist can be called a great expression salesman or an emotion dealer because you want to buy their record or a painting to feel certain emotions.
The difference between said artist and most of salespeople is that the artist is genuine and passionate about what they do - a great salesperson should be the same. Snake oil sellers won’t survive in today’s world because people are immune to advertising and won’t fall for tricks our parents used to.
It means that if you’re thinking about being a successful salesperson, you should tie your career to a product that you believe in and think it brings value to people. The more passionate you’re about the product you sell, the better sales conversions will be.
#2. Be precise about the benefits
I think most entrepreneurs don’t have a simple, clean, bottom-line presentation of the results that they get for people in a quantifiable way and they miss sales because of that.
You never sell the product or service, you always sell the results that you can provide to people. If you believe that your product provides great value for your customers, then you’ll find it easy to show them precisely how your product will add value for them.
Another very important thing is to think critically. Even the best presentation won’t cover all scenarios, so it’s up to you to find out what your customer needs and adapt it to your pitch. Listen to your customers, be creative, and think outside the box. It’s challenging, but also very effective.
#3. Work on self discipline
I always say discipline is doing what you don’t want to do because you need to accomplish your goals. And that’s probably one of my best characteristics.
In many cases, sales professionals travel to meet their customers and don’t have their boss hanging on their shoulder and looking what they do all day. Since they still need to achieve goals, it’s not possible to succeed without being self-disciplined.
Sure, your schedule should be flexible and you should be able to adapt to new circumstances, but you should also develop a disciplined work ethic.
Even if you have a lot of work and goals to reach, you need to be able to focus on your task without being distracted.
You might want to read How to be More Productive (and Less Busy).
#4. Celebrate your failures
I always get asked the question: “can you remember the last time you failed?” And I always laugh when people ask me that because I fail every single day. Because every single day I’m trying new things in my business.
One of the things that will happen both in your sales career and life are failures. That’s why it’s good to develop mental strength, that won’t let you grieve over your mistakes, instead, it will tell you to get a grip and try again.
Think about it this way: if you don’t make mistakes, it means that you’re not trying new strategies or new approach to your customers. Thanks to failures, you gain experience, learn new things, and, as a result, you grow as an expert.
#5. Be competitive by taking more action
I think it’s just all about standing out in a unique way. There are people out there that are going to be uniquely attracted to you and your brand and it’s just up to you to kind of show those unique components, that are special about you.
The most successful salespeople are competitive by nature. They set the bar as high as possible and strive to be the best in their company, or among other sales experts.
You can stand out from your competition by taking more action. Many entrepreneurs want to have every “i” dotted and every “t” crossed, but the truth is that if you want to dominate your competition, you should take action and not be afraid of making mistakes.
Frequency is the biggest driver in sales and in generating results, as people tend to buy from one of the last three people that reached to them. The most important thing in being competitive is to get comfortable with imperfect action.
How to be a successful salesperson
You know, I firmly believe that sales is something that’s learned. And I willed myself to sales success. I never strived for perfection but I do strive to be the best version of me. I think that if we wake up every day and we just have one focus, which is just growing, learning and challenging ourselves, anything is possible for all of us.
Each sales career experience is different. It depends on the company you’re working for, the product you’re selling and your personal sales skills. It’s great to be focused, charismatic and self-disciplined person right from the start, but these characteristics can be developed over time.
For example, Kelly Roach (who is a successful coach and a speaker) claims to be an introvert. She says she’s very quiet and likes to listen to people, but at the same time, she’s a very successful salesperson because she works very hard to become the person she wants to be.
So, the great thing about working in sales is that you don’t have to be a natural born salesman and know everything right from the start. As long as you’re passionate about your job, constantly learn and work on being a better version of yourself, there is no way you won’t succeed.
You can listen to whole episode of Business Sidekick podcast with Kelly Roach here: How to Be a Better Salesperson and Stand out from the Competition.