HARDISON’S TIPS – OCTOBER 27, 2020 – SALES TIPS FOR NEW SALESPEOPLE
Sales Tip 1. Learn to the skill of having empathy with the buyer’s situation and constantly use active listening to really understand what they are telling you. Always put yourself in the customer’s shoes.
Sales Tip 2. Learn to understand a prospect’s needs, this starts long before you ever pick up the phone. You need to understand their industry, trends, and other factors that could be affecting their business. Ask yourself – why am I contacting this buyer and what do I know?
Sales Tip 3. As a salesperson you need to be able to engage with your customers on their level. They come to see you as an expert and someone who brings valuable insights. You must be able to speak to them not as another salesperson but as a consultant or advisor. Ask yourself – what makes me different from the other salespeople trying to get the attention of a customer.
Sales Tip 4. Be at your desk early. It may sound old fashioned, but a great tip is to come to work early every day. While “early bird gets the worm” can sound corny, it is true in most sales organizations. Early at your desk can give you the opportunity to get to know your colleagues on a personal level, as well as to demonstrate your commitment. From a sales activity point of view, you could be 20 calls ahead of your team members as they sit down at their desks.
Sales tip 5. Make it Personal. The modern buyer wants interactions personalized to their needs. To treat them as intelligent partners more than vendors – helping them clarify ambiguous problems and demonstrating trustworthiness. Furthermore, the shift to an experience mindset doesn’t just involve the customer. Business buyers expect companies to understand them, anticipate their needs, and make relevant suggestions.
Sales Tip 6. Give them an Experience. Customers are shifting from being product and solution-focused to seeking value-laden experiences from start to finish. From identifying a problem, learning about solution options, to choosing a supplier. Delivering these experiences will require new and changed selling motions across the end-to-end buyer’s journey, not narrowly focusing your sales team’s efforts on the opportunity-to-order sales process. How do we deliver experiences in the digital B2B channels and in our interactions? Give yourself an opportunity to just start with one tip and take it from there.
Make it a champion day!