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"Quality performance starts with a positive attitude."
–Jeffrey Gitomer
As a salesperson embarks on this exciting and challenging career, they hone their skills and learn from their mistakes. Discipline, skill, focus, and training are vital in the making of a great salesperson who can convert a majority of leads into sales. To help Salespeople perform better in the long run, we have compiled some useful tips on how to be a great salesperson and meet your desired goals & targets. This is the first part of the 2-part blog series.
The 9 tips on meeting sales targets are:
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Follow Up- If, during an engagement or conversation with a client or a prospect, you promised to get back with some information and so, make sure you do so. If there is any delay, convey it to the person at the other end. Keep your promise and live up to the expectations of others. This way you remain high in their esteem and you are seen as a reliable & trustworthy person.
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Customer Referrals- One of the biggest sources of sales is referrals by delighted customers. If you have happy customers, diplomatically leverage their contacts to further your business. Ask them to introduce you to others and thank them for it. Keep them in the loop as well so they know that their referral went so far. A referral fee or commission can be an added incentive to offer them. For example, a travel company can ask its happy clients to refer their loved ones for planning their trips, etc.
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Listen To The Customers- A good salesperson is a good listener. He imbibes, reads between the lines, and makes amends. He is good at reading the body language of the customer/prospect. Ask questions during the engagement. This way a good salesperson can find solutions and fill the gaps.
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Discuss Your Rivals- If the discussion comes to the topic of rivals in the market, make sure you stay positive and don’t indulge in slander. Talk about the positives on how your company/product is better and different from others. Convincing others why you are different converts others to your cause and sales go up. For example, a family-run B&B in Jaipur’s USP is the personal involvement of the family in the running of the guest house as compared to other impersonal branded hotels.
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Use The CRM Platform- Harness the power of the CRM to churn curated messaging and knowledgeable interactions. The CRM is your one place where all client / prospect-related information is stored and easily accessed when required. Use the data available for meaningful engagement with clients. The data available can be analyzed to see what is working and what is not. Course corrections can be made to improve productivity.
We hope you enjoying reading the first part of this 2-blog series. Our second part will be with you shortly. Till then, be safe and healthy.
About the Author
RS Maan
Maan joined Salesforce Ecosystem in 2008 with entry of Salesforce in APAC region. He worked on many of the underlying Salesforce Products & it’s functionality, including Heroku, Chatbots, and Einstein before leading Codleo Consulting - Leading Partner of Salesforce.com & Salesforce.org. In his spare time, he immerses himself in travel, books and spirituality.
