What we can all learn from watching the very best salespeople
Have you ever sat next to someone at work who just blows you away with the way that they sell? Or have you ever been the subject of a sales pitch so impressive that you're left wondering how any customer could resist? Here at Big Motoring World we're lucky enough to work with some incredible sales people - and many of these have learned their trade by watching the very best in the business and learning from them. So, here are our thoughts on what some of those lessons are - and how we can all apply them to improve our own sales skills.
They're not afraid of talking directly to people
This might seem obvious - of course all good sales people talk to people - it's what they do, right? Well, you'd be surprised at the number of people - who probably still count themselves as serious sales people - who avoid direct contact. They email. They do mail shots. They have brief face to face meetings with people at trade events which essentially boil down to exchanging business cards. But where is the real interaction? Great sales people aren't just great talkers, they're great communicators and relationship builders - they spend time genuinely interacting with new leads, pitching to them, yes, but also listening and learning. And, when they follow up, they don't just do it via email - they phone, or they call round in person. They value the power of face-to-face communication.
They always see these conversations as a step in a process
The very best salespeople also don't see these personal interactions as being unconnected to the rest of the sales process. So, they don't talk to people in isolation - they will always look to set a concrete next action as a result of any meeting. Sales is essentially a series of interlocking actions and interactions that will hopefully eventually lead to a deal - so never leave your prospects unsure of what the practical next step in the chain is.
They understand the value of the word 'no'
Rejection is a bad thing. But it can also be hugely valuable, and the very best sales people are very adept at using an early 'no' from a potential customer to see where they need to change their approach. If they're listening properly - and of course the best ones do - they're great at using this negative indicator to identify what it is that a customer really needs and then deciding whether the product or service they are offering really is a solution that they can sell to this prospect. And that's another trait that the great salespeople have - they can always spot when they're banging their head against a brick wall with a customer who doesn't need them – and then get their own 'no' in there early, by walking away.