It doesn’t matter how good a product is if you don’t have a great salesman to market it. To help you prepare for this fact, we’ve prepared a list of the 10 most important habits of a salesperson that gets the job done.
In this article:
Good Habits of a Salesperson
Know Your Product natural salesperson habits
Before you even start thinking about your sales pitch, you need to get to know the product you’re selling very, very well. Make sure you can talk about its features, know all its specs, and will be able to answer any questions about the product that is thrown at you.
If you’re pitching without knowing everything about your product, the customer will take it as a sign that you’re unprepared and don’t care enough about the sale.
Be Persistent natural salesperson habits
Most sales are not made on the first pitch. Frequently, not even the second pitch will do it, or the third. In fact, studies show that salespeople in saturated businesses often have to contact busy people about a product up to 14 times before they get a response.
Good salespeople keep that in mind, and they don’t let “no” s discourage them.
Personalize Your Pitch
Customers love personalized pitches. A personalized tone accomplishes two critical things.
First, it shows the customer that you care about who they are as a person, not just as a source of cash. You care so much, in fact, that you set aside a block of time to look into the customer’s wants and needs.
Second, a pitch that is pertinent to them specifically makes a customer’s ears prick up and keeps their attention. This is an especially important point when you’re selling a product that’s not very interesting.
Don’t Be Salesy natural salesperson habits
Even though the sale is your goal, and your customer will usually know that you don’t want to act “salesy.” Customers are naturally wary of salespeople, and you can disarm them by doing away with the sales cliches.
Instead, you want to come off as someone who loves the product and wants to share it with others.
Listen and Remember
The ability to pick up on the customer’s ongoing feelings and thoughts during a sale and change their own behavior accordingly is one of the things that sets apart decent and great salespeople.
You need to listen to everything the customer says, and file it away so you can use the information whenever it is applicable.
Show You’re Listening
Good habits of a salesperson must include excellent listening skills. Not only do you need to listen carefully, but you need to SHOW the customer that you’re doing so. Make sure you’re making eye contact and nodding at the appropriate times.
People love getting attention, and customers will gravitate towards you if they feel they are getting it.
Look Happy natural salesperson habits
If you look sad or bored when you’re making a sale, your customers might get the feeling that you are not excited about the product, that you are just reciting the same script you’ve gone through a million times.
Whether this is true or not, you don’t want to give off that appearance. Look excited about the product, and that feeling will spread to your customer.
Even if you’re on the phone, customers can detect a smile in your voice.
Ask Good Questions
The ability to ask good questions is perhaps the most useful habit of a salesperson. Good questions serve a few purposes:
- They show that the salesperson is engaged.
- They show the salesperson is interested in the customer.
- They enable the salesperson to gather information about the customer and their preferences. This will help to customize the pitch (see above).
- They “keep the customer on their toes” by forcing them to stay engaged in the sale.
Make sure whatever questions you ask are interesting and engaging, though. No “what keeps you up at night” cliches. Boring questions are the quickest way to annoy a customer.
Ask for Referrals
Customers who you were referred to by a mutual acquaintance are much, much easier sells than leads which you don’t know at all going in — 50-70% compared to 10-30% from other lead sources. And, because of this, referrals are a huge part of a successful salesperson’s customer base.
Always be sure to ask if any colleagues of the customer would be interested before ending a meeting.
Follow Up natural salesperson habits
This is very similar to our “be persistent” point discussed above.
If you talk to a customer and don’t get a hard no, that means the door is still open. Contacting them again about the sale a week later is actually a better way to make sales than trying to push the customer towards earning the deal right off the bat.
Follow these tips (or share them with your salesperson) to move more product, succeed in your hustle, and pick up some good habits of a salesperson.
DO YOU HAVE ANY OTHER GREAT SALES CONVERSION TIPS THAT ARE NOT MENTIONED HERE? LET US KNOW IN THE COMMENTS SECTION BELOW!