Recently, we posted a list of “The Top 10 Things Salespeople Shouldn’t Be Doing.” With that in mind, here are the top 10 things salespeople should be doing right now:
- Setting consistent goals that raise the bar. There are two main problems with the goal-setting process at most sales organizations. The first is there’s no consistent follow up by management. The second is, after a while, salespeople simply set the same goals for themselves every pay period and never push themselves to reach the next level.
- Strategizing. When salespeople set goals, they should also have a step-by-step plan in place for achieving those goals (along with a realistic time line). The problem in most cases is that the plan is nothing more than a restatement of the goal, which is why some salespeople never realize how unrealistic their goals are.
- Pre-call research and planning. Salespeople should know the goal of every cold call and meeting before it begins. When you know what your destination is, it’s much easier to steer the conversation in the right direction.
- More listening than talking. Salespeople should usually be the people asking the questions. Prospects should be the ones answering them — and therefore doing the majority of the talking.
- Translating value in specific terms. Every prospect is different, which is why every presentation should be different. Know what a prospect’s specific needs and obstacles are and tailor your key selling points accordingly.
- Focusing on the prospect, not the product. Products don’t change, prospects do. Salespeople need to adjust to each prospect’s situation and determine how they can provide the ideal solution.
- Anticipating objections. If you can see the objection coming, you may be able to avoid it altogether.
- Prioritizing opportunities. Spend the bulk of your time with the prospect who has the highest chance of buying (based on customer profiles), not the prospect with the biggest bank account.
- Qualifying prospects up front. If a prospect can’t make the buying decision, move on to someone who can. It’ll save time and increase your closing rate.
- Maintaining a constant cycle of contact with existing customers. The stronger your relationship, the more loyal your buyers.
Based in part on “17 Best Practices of Top Performers,” by Kelley Robertson.
