“What sales techniques do you find work best?” I was recently asked this question at a panel discussion. My response follows.
Become more than just a salesperson, become an advisor.
Salespeople who relinquish all of the self-imposed pressure to perform or
look good and manage a healthy mindset by realizing that the sales process
is about the customer, not them, have proven time and time again to become
A consultative approach to selling is the most effective; that is, those
salespeople who first ask questions and then actually take the time to
listen to their prospect’s responses. Before offering a solution, these
salespeople take the time to understand each prospect’s situation, goals and
greatest challenge or problem rather than providing unsolicited information
or advice. It is only then when these salespeople suggest some possible
solutions to their prospect; solutions they know will be a perfect fit for
Top producers take the time to craft the right questions in order to get the
prospect involved in the conversation. Instead of memorizing fancy closes,
these salespeople seek to deliver value in every conversation and serve
their prospect’s best interests, regardless of whether or not they buy from
them. As such, they encounter very little resistance and only minor
objections when it’s time for them to invite the prospect to move forward.
Most important, these salespeople are authentic. They are true to themselves
without attempting to become someone who they are not. Rather, they utilize
the tools and approach that complement and are aligned with their
personality, values, strengths, and talents.
Where conventional selling programs never fully considered the personal
abilities and talents of each salesperson, reorienting the salesperson’s
selling approach around their natural strengths and personal style of
selling makes the selling process more natural, enjoyable and attractive to
their customers. This provides you with the edge over your competitors,
instead of having to push or rely on generic selling and closing strategies
that have lost their effectiveness in today’s rapidly changing marketplace.
That’s why I take a different approach to developing “A” Players by building
sales champions from the inside out; working on their foundation, their beliefs, their spirit, their passion.
Honor your authenticity. Ultimately, people buy from you because of the
individual; you! If you’re a salesperson, ask any of your customers. They
buy from you because of who you are and the way you come across, which
always takes precedent over what you do. Just look at the slogan the army
adopted. “Be all you can be.” Not, “Do all you can do.”