Traits of Top Salespeople

"Top salespeople are communicative: they can convey information clearly and effectively."

Author: Sean O'Shaughnessey

Artificial Intelligence Helps Salespeople Be More Effective

Artificial Intelligence Helps Salespeople Be More Effective

Sales professionals have always been under pressure to close more deals and hit their targets. But now, with the help of artificial intelligence (AI), they can be even more effective in their roles. AI tools can automate routine tasks, helping salespeople focus on their jobs’ essential aspects. And by providing insights into customer behavior, AI can help sales teams to understand their customers better and close more sales. So if you’re looking for a way to boost your sales performance, consider using AI tools in your workflow. You won’t regret it!

For example, machine learning and natural language processing can offer sales teams unprecedented insight into their buyers and sales processes. It seems that many sales leaders are already aware of this: according to a Salesforce report, leaders expect the adoption of AI to grow faster than any other tech in sales.

AI is becoming increasingly sophisticated and can now be used to help salespeople become more efficient.

Salespeople are under immense pressure to hit their quotas and secure new business deals. To be successful, they need to be efficient in their outreach and be able to identify potential leads quickly. However, with the vast amount of information available, it can be difficult for salespeople to know where to start. This is where artificial intelligence comes in. AI-powered software can help salespeople by sifting through data and identifying patterns that may indicate a purchase is forthcoming.

In addition, AI can also be used to automate repetitive tasks, such as sending emails or scheduling appointments. As a result, AI is becoming an increasingly valuable tool for salespeople looking to boost their efficiency and close more deals.

Salespeople are always looking for ways to increase efficiency and close more sales. With the advent of artificial intelligence, they now have a powerful tool at their disposal. AI can help salespeople identify potential customers, track their interactions, and predict when they will likely make a purchase. As a result, salespeople can focus their efforts on the most promising leads and close deals more quickly.

AI can help salespeople to meet their quotas by providing them with real-time feedback on their performance. As AI becomes more advanced, it will become an increasingly valuable asset for salespeople seeking to boost their productivity.

Using data from previous sales, AI can help salespeople identify potential new customers and prioritize the best prospects. AI can also automate repetitive tasks, such as sending follow-up emails and scheduling appointments. As a result, salespeople can spend less time on administrative work and more time selling.

In addition, AI can provide real-time feedback on Sales performance, helping salespeople to improve their skills over time. With the help of AI, salespeople can become more efficient and close more deals.

AI can help salespeople identify potential leads, understand customer needs, and recommend products accordingly.

Sales is a notoriously difficult profession. Not only do salespeople have to identify potential leads, but they also have to understand customer needs and recommend products accordingly. It’s a lot of pressure, and it can be tough to keep up with the quotas. Fortunately, artificial intelligence can help.

Salespeople can use AI-powered tools to identify potential leads and understand customer needs quickly. AI can also recommend products that are likely to fit the customer well. As a result, AI can help salespeople work more efficiently and close more deals. In other words, AI can be a powerful tool for salespeople looking to improve their performance.

AI can also automate simple tasks such as sending follow-up emails or scheduling appointments, freeing up time for salespeople to focus on more important tasks.

In any sales position, time is of the essence. The more time spent on simple, administrative tasks, the less time available to sell, and eventually, this will impact efficiency and quota. Artificial intelligence can help to automate some of these tasks.

In today’s competitive market, any advantage that can be gained by using AI should be taken. For example, follow-up emails can be generated automatically after a meeting, or appointments can be scheduled with potential clients without requiring manual input. This frees salespeople to focus on more important tasks, such as closing deals, ultimately leading to increased efficiency and productivity.

By automating simple tasks such as sending follow-up emails or scheduling appointments, AI can help salespeople to focus on more critical tasks. As a result, they can work more efficiently and close more deals. In addition, AI can also provide valuable insights into customer behavior, helping salespeople target their efforts more effectively. Ultimately, AI can be a powerful tool for sales organizations looking to improve their efficiency and performance.

Automating these tasks can help salespeople to avoid human error and improve the accuracy of their work. As a result, Salespeople who use artificial intelligence to automate simple tasks can see an increase in their efficiency and effectiveness.

Using AI, businesses can reduce costs associated with hiring additional sales staff or training existing staff members in new technologies.

With the ever-changing landscape of technology, it can be difficult for businesses to keep up. To stay competitive, companies must continuously invest in staff training and development. However, this can be costly in terms of both time and money.

By utilizing Artificial Intelligence, businesses can reduce the costs associated with hiring additional sales staff or training existing staff members in new technologies. Artificial Intelligence can provide employees with the necessary skills and knowledge to sell products or services without further training.

In addition, Artificial Intelligence can help identify potential sales opportunities, leading to increased revenue and profits. As a result, utilizing Artificial Intelligence is a cost-effective way for businesses to stay competitive and improve their bottom line.

Artificial Intelligence is one of the latest technologies that has the potential to revolutionize the hiring process. Businesses can automatically filter resumes, identify top candidates, and conduct initial interviews using AI-powered tools. This saves businesses time and money and allows them to focus on more qualified candidates.

Artificial intelligence can revolutionize the sales process for businesses of all sizes. Using AI, companies can reduce costs associated with hiring additional sales staff or training existing staff members in new technologies. AI can also help businesses to target potential customers more effectively and to identify up-selling and cross-selling opportunities. In addition, AI can automate administrative tasks such as lead generation and customer data management. As a result, businesses that adopt AI will achieve a significant competitive advantage.

It is important to note that AI should not be seen as a replacement for human interaction – instead, it should be used to complement human skills and abilities.

In a world where technology is increasingly becoming a more significant part of our lives, it is essential to remember the importance of human interaction. While artificial intelligence can be used to perform many tasks, it cannot replace the relationships that we build with other people. In fact, networking with other individuals is essential to succeed in many fields.

For example, in the business world, building relationships is key to finding new clients and opportunities. Ultimately, while artificial intelligence has its place, human interaction is still essential in our lives.

It is important to note that artificial intelligence should not be seen as a replacement for human interaction – instead, it should be used to complement human skills and abilities. For example, AI can be used to manage large networks of relationships. However, AI cannot replace the need for humans to build and maintain relationships. AI can even help humans to develop stronger relationships by providing insights and data that would otherwise be unavailable. For example, AI can help identify relationships between people with similar interests or goals. Ultimately, AI should be seen as a tool to augment human abilities rather than replace them.

In the future, we can expect to see even more integration of AI into the world of sales.

In today’s business world, time is of the essence. Every second you can save is another opportunity to make a sale, reach a new customer, or close a deal. This is why many businesses are turning to artificial intelligence to help boost productivity and efficiency. By automating repetitive tasks and providing instant access to data and analytics, AI can help salespeople work smarter, not harder. In the future, we can expect to see even more integration of AI into the world of sales. As AI technology continues to evolve, it will become increasingly adept at handling more complex tasks, freeing salespeople to focus on the human element of their job: building relationships and closing deals.

As artificial intelligence technology continues to evolve, we can expect to see more and more businesses integrating AI into their sales operations. AI is already being used to automate many repetitive and time-consuming sales tasks, such as lead generation and customer follow-up. This allows salespeople to focus on more strategic tasks, such as developing customer relationships and closing deals. In addition, AI can be used to create personalized sales experiences for customers, which can lead to higher conversion rates. As AI technology becomes more sophisticated, we can only expect even more significant productivity gains in the world of sales.

The world of sales is constantly changing, and artificial intelligence is playing an increasingly important role. AI can help salespeople to be more efficient and effective and to find and connect with potential customers more efficiently. In the future, we can expect to see even more integration of AI into the world of sales. As AI becomes more sophisticated, it will be able to do more and more tasks that salespeople currently have to do manually. This will lead to increased productivity and efficiency and new opportunities for salespeople to connect with customers.

Below, I have listed a few AI-based services and solutions. This is far from a complete listing of what is on the market, but exploring these tools will give you some ideas of the problems that can be solved using AI to increase productivity.


ChatGPT is a game-changer for sales professionals and managers. This advanced AI model, developed by OpenAI, is like having a dedicated research assistant at your fingertips, ready to help with everything from prospect research to crafting compelling sales pitches.

For sales reps, ChatGPT can provide quick answers to product questions, assist in drafting emails or LinkedIn messages, brainstorm solutions to customer objections, or even help role-play sales scenarios to sharpen your skills.

As a sales manager, ChatGPT can assist in training your team, generating sales reports, or analyzing sales data. The AI’s ability to understand and generate human-like text means it can also assist in creating sales playbooks, coaching guidelines, and other valuable sales resources.

ChatGPT is not just a tool but a team member that is always available, doesn’t need coffee breaks, and is constantly learning to serve you better. is a new cold email personalization tool. It uses AI technology to write custom intros for your cold emails, saving you time and energy from researching independently. Personalizing the first line in your emails will improve your cold email reply rate and help you close more deals. To use, you first have to choose the goal of your outreach campaign, then enter your prospect’s LinkedIn or Website URL. Warmer will then scan the site and write personalized intros relevant to your prospect.


Appier is a technology company focused on building AI solutions for enterprises. Appier’s solutions help organizations develop deep insights into their customer base by using AI to analyze customer databases, segment them, and generate predictions on how they’ll react to marketing campaigns. Appier makes AI easy to implement for enterprises and saves them from having to build their own data scientist teams. has changed how salespeople work at leading Fortune 500 companies, like GE and Cisco Systems, by delivering the first omnichannel AI-powered digital assistant for sales teams.

By leveraging the generational platform shift from PC browser-based apps to the latest mobile, voice, and conversational AI-powered experiences, the Tact Sales Assistant acts as a salesperson’s single pane of glass over customer data scattered across CRM, LinkedIn, Zendesk, email, calendar, and legacy databases. Tact’s frictionless experience and contextual insights deliver greater sales productivity, higher win rates, and faster sales cycles for companies struggling with CRM adoption.


Crystal’s tools and features are built to give sales professionals improved, more well-rounded insights into the people they work with daily. This includes prospects, current clients, people you meet while networking, and even your own team. Crystal enables you to learn more about a person than just their skills and interests, which is key to successful business relationships – nobody wants to be “sold” to. People want to work with others they feel share their interests and values. Sales professionals need those critical communication skills to earn trust and successfully broaden their business and client base.

Clara Labs

Clara is a scheduling service that coordinates when, where, and how you connect with prospects. Clara delivers unprecedented efficiency and accuracy by combining machine intelligence’s precision and an expert team’s judgment. This human-in-the-loop approach ensures scheduling communication is always clear and swift. Clara works by getting scheduling requests from your emails, automatically engaging prospects to check their availability, and quickly booking meetings. It also handles meeting reminders, ensures prospects have dial-in details, and reschedules if someone requests a change.

Sales teams can use Clara to manage scheduling for their entire funnel, from outbound efforts to handling demos and meetings. Because Clara follows up to get an appointment booked, sales teams will find it incredibly useful in reducing drop-offs, booking more pitches, and ultimately closing more deals.


One of the best accounts payable solutions out there, GetYooz, can reduce your invoicing costs by 80%. As it’s Cloud-based and AI-powered, each step of the purchase-to-pay process is automated. Other tools don’t provide a fully automated experience and need to outsource data
processing to other companies.

So here’s what you’d need to do: gather up a solid selection of products, set them in a display box, find a busy area in which you can set up a stall (you may need to pay for this), set up a pos system to help you track sales and sync them with your main inventory system, and start selling.

LeadCrunch finds and engages lookalikes to your best customers, making it easy for you to find new prospects like the ones you’ve already closed deals with. Even better, LeadCrunch engages those prospects with the information most likely to get them to start the buyer journey before you call. The result? According to LeadCrunch, leads convert 3 to 10 times better than cold outreach.


Conversica provides an AI-based sales assistant that empowers your salespeople to focus on selling and closing deals instead of chasing down leads. The assistant engages prospects in natural, two-way human conversations and persistently reaches out to every single lead as many times and over as long a timespan as is required. It’s a win/win/win: Sales is more efficient, Marketing is more effective, and prospects have a better experience.


Now more than ever, enterprises and SMBs are investing heavily in content marketing because one well-optimized article has the potential to drive web traffic, engagement, and conversion– even long after it’s published. Over four million blog posts are written daily, but 91% of content gets zero traffic from Google. INK is an AI-enabled text editor that helps improve the quality and rankability of web content. As you write, INK’s AI researches your competition, analyzes their content, and provides tailored suggestions to enhance your content, unlike rules-based solutions.

Its clean, distraction-free interface works almost like a game. Since relevancy is one of the most important ranking factors, INK provides a Relevancy Score on a scale from 0% to 100% that changes as you tackle each suggestion for improvement. The INK editor helps streamline content creation with one tool rather than relying on many. Use INK to improve grammar, spelling, readability, ranking potential, craft metadata, and more. Also, the INK WordPress plugin helps simplify publishing.


Jasper AI is a copywriting tool that uses the power of artificial intelligence and machine learning to automatically produce persuasive and enticing copy. This copy can be for your blog posts, landing pages, social media, ads, marketing emails, and much more, allowing you to write 5x more content in a fraction of the time.

Jasper AI was released in January of 2021 by the team over at led by the CEO, Dave Rogenmoser, and backed by the team that created Proof. is one of the best copywriting tools on the market, with over 1000 5-star reviews on several of the most trusted review sites. This is because it produces the highest quality AI content due to being trained by expert marketers and copywriters.


Drift is probably the best-known tool on this list. It’s a chat platform that has morphed into a full-fledged AI-enabled sales tool. Today, Drift is a sales software that uses artificial intelligence to help sales professionals increase sales productivity and close more deals. It’s an excellent choice for SMBs and even enterprise businesses that want to automate lead capture and the selling process without scaling headcount.


Exceed AI is a sales acceleration and productivity software that helps sales teams close more deals faster. The software provides a suite of tools that helps sales reps manage their leads and opportunities, track their progress, and collaborate with their team. also integrates with many CRM and ERP systems, including Salesforce, Oracle, and SAP, making it easy for sales reps to manage their sales pipeline and data.


Saleswhale is one of the best AI sales software applications because it helps sales reps focus on the most critical tasks and provides them with the best leads. Saleswhale will recommend you data-backed Playbooks depending on your intended use cases. Playbooks include Recycled MQLs with no sales activity, Post-webinar leads with low intent, and more.

In essence, Saleswhale is an email-based lead nurturing assistant that uses AI. All this means less manual work for your sales reps and more closed deals.


Grammarly helps people communicate with confidence across devices and platforms. Our AI-powered suggestions appear wherever you write, coaching 30 million people and 30,000 teams every day to improve the correctness, clarity, engagement, and delivery of their writing. Grammarly Premium elevates communication for individual students and professionals, Grammarly Business drives organizations of all sizes to accelerate business results, and Grammarly for Developers empowers builders to enhance the communication experience for their end users. 

Otter is a transcription tool that uses artificial intelligence to generate transcriptions for meetings, interviews, lectures, and other essential voice conversations. Otter empowers everyone to engage and be more productive in meetings with real-time automated notes and transcription. Engage more in discussions by using Otter to record and transcribe in-person or virtual conversations in real-time and collaborate by highlighting, inserting comments, or images.

The list continues to grow.

This list of AI tools for salespeople is just the beginning, and it will get longer every year for many more years. Artificial intelligence has already begun to play a role in sales productivity and will only become more widespread and important. As technology advances, so will AI’s ability to help sales teams close more deals in less time. If you’re not using AI to its fullest potential yet, start looking for opportunities where it can make you more productive. With the right tools, your team can focus on what they do best – building relationships and closing deals. How have artificial intelligence tools helped you increase sales productivity?

Prospecting With LinkedIn

Prospecting With LinkedIn

You have to improve and capitalize on your personal relationships with the companies in your territory. You should probably focus on the top five to ten companies that most closely align with your perfect customer. If you do not know someone at one of your top 10 accounts, that is not a reason to skip them. You must build that relationship.

You will create these relationships by leveraging:

  • Your best clients.
  • Your former employers and former co-workers.
  • People that your prospect respects.

The best way to make a connection to your unknown prospects is via the social platform LinkedIn. The site is arguably the most important social platform for business and especially for salespeople. According to HubSpot, 65% of B2B companies report that they have acquired a customer through LinkedIn. 

According to Jim Keenan, the social sales specialist in the “The Impact of Social Media on Sales Quota and Corporate Revenue” report, 78.6% of salespeople using social media to sell outperformed those who weren’t using social media. Also, social media users were 23% more successful at exceeding their quota by at least 10% than their non-social media peers. In 2012 non-social media users missed quota (by more than 10% or more) 15% more often than social media users.

LinkedIn is often identified as the place to go to look for your next job. Certainly, it is used extensively by recruitment consultants the world over to find and approach candidates. But to simply look at it this way is to do the network a significant disservice.

LinkedIn is a great way for you to build your personal brand. As I have explained elsewhere, customers buy from you based on three criteria – your product, your company, and you. LinkedIn is an excellent way to build that third component of your value portfolio.

You should be using LinkedIn as a source of new leads and tangible revenue. In fact, for business to business, LinkedIn is a critical tool that can make your prospecting faster, smoother, and, ultimately, more profitable.

Contacts are the power of LinkedIn.

If your contacts are predominantly family, friends, and old school pals, you’ve got some work to do. Your first-level contacts open up a route to a full range of second and third-level connections. This is how you scale your network. Strike while the iron’s hot – whenever you meet anyone (online or off), always follow up quickly with a connection request while you are still fresh in his or her mind.

You need to use LinkedIn to map out the decision makers within your target prospects. In a complex sale, there are numerous people involved in making and influencing a purchase.

When you meet an individual, you can learn a great deal about that person. Many people are quite open on their LinkedIn profiles. You can frequently discover which team they’re on, which office they work out of, and what projects they’re focusing on. With a little detective work, you can quickly build up a picture of who you should be talking to, what they’re like, and what they’ve done before. Make sure you read the recommendations that they have written and that are written about them, as this gives you an idea of who influences them.

With LinkedIn, you can almost always learn enough about someone to make your call more relevant and useful to them. And it’s not simply a case of digital stalking. 

You should pay particular attention to changes in profile, status updates, connections in common and anything they’ve posted to a group (which can be reason enough to call them in the first place). 

Comment to meet people

One of the easiest ways to become known to a prospect is to like or comment on anything that the prospect has posted. This won’t propel the prospect to reach out to you, but at least you will not be a stranger. After a couple of appropriate comments, the prospect will likely be much more interested in having a conversation with you.

Commenting on your prospect’s activity is also important within the forums or groups. You should join the groups that your top prospects frequent. When you are viewing your prospect within the group, you can follow their activity. Following a prospect allows you to have their updates and conversations in your LinkedIn feed.

If you are not connected to the prospect, then use InMail to make that first introduction. InMail is LinkedIn’s internal email system and allows you to send an email to any LinkedIn user. It ensures your email gets through to their inbox. LinkedIn claims that an InMail is 30 times more likely to get a response than a cold call.

LinkedIn has a fabulous search function. With their advanced search, you can find people by title, company, location, or keyword. By intelligently mixing the different filters, you can get deep and identify key individuals quickly and easily.

You can also save your search criteria and get a weekly report listing anyone new who matches the criteria. For example, you could save a search for Database Administrators in the retail industry within 50 miles of Atlanta. Then, each week, you will get an email with anyone new who matches the search criteria.

Information is king.

This statement is particularly the case when it is account news. With information, you can make appropriate decisions. As any salesperson will know, change creates opportunity. People join, people leave, companies make important announcements – any change can present a good reason to get in touch and offer to help. More than that, information on your prospect allows you to:

  • Respond to the events affecting your customers and prospects.
  • Have background talking material during your sales calls.
  • Find opportunities.
  • Establish financial justification for your opportunities.

There is a lot of information to gather about your accounts. You need a quick and convenient way to review the highlights of your account news so that it doesn’t overwhelm you. 

LinkedIn makes discovering these changes easy. You can follow any company that has a LinkedIn page. That way you’ll see anything that changes directly in your updates. It’s an easy way to stay up to date and spot new opportunities.

Header Image by Pete Linforth from Pixabay
15 Career Success Principles For Salespeople

15 Career Success Principles For Salespeople

Sales is one of the most challenging and rewarding careers a person can choose. It takes hard work, determination, and a robust set of career success principles to be successful in this field. This post will explore fundamental principles that lead to success in a sales career. Understanding and applying these principles gives you the best chance for success in your sales career.

  1. Identify your personal brand and develop a strong message
  2. Build a professional network and stay connected
  3. Stay current on industry trends and changes
  4. Develop marketable skillsets
  5. Maintain a positive attitude, even during tough times
  6. Stop selling and start helping
  7. Find a professional mentor to guide you
  8. Believe in yourself and your ability to sell
  9. Commit to continuous learning
  10. Be a resource for your clients
  11. Focus on solutions, not problems
  12. Build relationships of trust
  13. Manage your time and energy effectively
  14. Take the initiative and be proactive
  15. Be persistent and never give up

1. Identify your personal brand and develop a strong message

There’s no doubt that personal branding is essential for salespeople. In a world where buyers have more choices than ever before, it’s vital to stand out from the crowd and make a strong impression.

But what exactly is a personal brand, and how can you develop one? Simply put, your personal brand is how you present yourself to the world. It’s the sum of all the experiences and interactions people have with you, starting with how you communicate your message.

If you want to develop a strong personal brand, it’s essential to start by articulating your unique selling proposition. What makes you different from other salespeople? What value do you bring to the table? Once you’ve answered these questions, you can develop a strong personal brand that will help you close more sales.

Remember, there are three things that every salesperson sells in every deal:

  • Your product
  • Your company
  • Yourself

Since most products have competition that solves the core of the same problems, products rarely win the deal by themselves as the second best product usually has enough features/benefits to achieve the prospect’s goals.

Since most companies are of high quality, the company’s reputation rarely wins the deal. Yes, there are times when the customer will only buy from a specific vendor (the adage that no one was ever fired for buying from IBM is long over).

The significant variable in all sales opportunities is YOU. You can show you are a better partner and advocate than the other salesperson.

Customer loyalty isn’t what it used to be. When you have a relationship with a customer, everything is more straightforward. People don’t return simply because it’s where they purchased previously. They re-purchase because salespeople took the time to build a relationship. They gave the customer a reason to buy from their company.

But remember, even one mistake can cause a loyal customer to leave. It is up to you to sell them on your company, sell them on your professionalism, and then keep them sold through simple, consistent communication.

2. Build a professional network and stay connected

As a salesperson, it’s essential to have a strong professional network. After all, your network is your lifeline to potential customers and sales leads. But building and maintaining a professional network can be challenging, especially if you’re always on the go. Fortunately, you can do a few simple things to make sure you stay connected.

First, make an effort to attend industry events and meetups. This is a great way to meet new people and stay up-to-date on the latest trends.

Second, use social media to connect with other salespeople and professionals in your field. LinkedIn is a particularly useful platform for salespeople, allowing you to connect with others in your industry easily.

Finally, don’t be afraid to reach out to your contacts regularly. Whether you’re staying in touch via email or meeting up for coffee, maintaining regular communication is key to maintaining professional relationships.

3. Stay current on industry trends and changes

Salespeople need to stay current on industry trends and changes. The sales industry is constantly evolving, and salespeople who don’t stay up-to-date on the latest changes are at a disadvantage.

In addition, knowing about the latest industry trends can help salespeople be more successful in their careers. By being aware of new products, sales strategies, and other changes in the sales industry, salespeople can adapt their own tactics to better meet their customers’ needs.

Furthermore, keeping current on industry trends shows potential employers that salespeople are committed to their careers and are always looking for ways to improve their skills. Therefore, salespeople should make it a priority to stay current on industry trends and changes.

4. Develop marketable skillsets

In today’s competitive job market, it’s more important than ever to have a set of skills that will make you attractive to potential employers. While some jobs may require specific training or experience, there are a few skillsets that are prized by salespeople across industries.

One of the most important sales skills is the ability to build relationships. Whether you’re selling a product or selling yourself in an interview, your ability to connect with others and create rapport will be essential to your success. In addition, salespeople need to be adept at problem-solving and be able to think on their feet. The ability to quickly assess a situation and find a creative solution can be the difference between making a sale and losing out to the competition.

Finally, salespeople need to be able to handle rejection. In any sales process, there will be times when you don’t close the deal. The ability to pick yourself up and keep going despite setbacks is essential for any salesperson who wants to build a successful career.

5. Maintain a positive attitude, even during tough times

One of the most critical things salespeople can do is maintain a positive attitude, even during tough times. A positive attitude will not only improve your sales numbers but also make you more enjoyable to be around. Your clients and customers will remember how you made them feel, and they’ll be more likely to come back and do business with you again in the future.

A positive attitude is also essential for your career growth. You’re more likely to take risks and seize opportunities when you have a positive outlook. You’ll also be better equipped to handle rejection and setbacks. So next time you feel down, remember that a positive attitude can make all the difference.

6. Stop selling and start helping

Most salespeople see their job as nothing more than a numbers game. The more people they talk to, the more likely they will make a sale. But this isn’t necessarily the most effective way to sell. It often leads to salespeople becoming pushy and aggressive, which turns potential customers off.

A better approach is to focus on helping potential customers rather than selling them something. People are much more likely to buy from someone who is interested in helping them, not just making a quick buck. So, if you’re looking to improve your sales career, start by focusing on helping people, not selling them. You’ll be surprised at how much more successful you become.

It is important to remember that without customers, there is no business. Companies rely on new and returning patronage to succeed; therefore, the customer’s needs should always be the priority. The foundation of a healthy customer base begins with earning the trust and respect of prospective consumers.

When we focus on selling, we’re thinking about ourselves. A salesperson focusing on selling to the customer is thinking about targets, their car payments, and the holiday they’re aiming for. The customer becomes a means to an end. A sale from them is a step in the direction the salesperson would like their life to go – another step towards achieving their sales target and lying on that beach in Fiji.

Helping our customers develops trust, which translates to deeper customer relationships. When we focus on helping our customers, we blow the competition out of the water. Who wouldn’t want to deal with someone focused on helping us meet our needs and goals? This is where you’ll hear your customers’ actual pain points, the real reasons why they can’t say Yes to your proposal right now.

7. Find a professional mentor to guide you

A mentor can be a valuable asset for any salesperson, providing guidance and advice on how to succeed in the sales industry. A mentor can help you develop your sales skills, set goals, create a plan to reach them, and stay motivated throughout your career.

Finding an experienced and professional mentor can help you take your career to the next level. There are many ways to find a mentor, such as networking with sales professionals, attending sales conferences or workshops, or participating in sales training programs. In addition, a mentor can introduce you to new ideas and perspectives and provide outside advice on your sales strategies.

Once you have found a mentor, nurture the relationship by meeting regularly and staying in touch even when you are not actively working together. A mentorship relationship can be a valuable source of support and knowledge to help you succeed in sales.

8. Believe in yourself and your ability to sell

Salespeople are often told that the key to success is believing in themselves and their ability to sell. This may sound like simple advice, but salespeople must internalize this message. After all, selling is all about persuasion, and it is difficult to persuade someone to buy something if you do not believe in it yourself. A salesperson who does not believe in their own ability is far less likely to be successful than one who does.

Likewise, a salesperson who doubts their ability is much more likely to give up when faced with rejection. Belief is a powerful tool, and salespeople who believe in themselves are more likely to find career success.

9. Commit to continuous learning

Salespeople are always looking for new leads and ways to increase their sales pipeline. In order to stay ahead of the competition, salespeople need to continuously learn new sales strategies and keep up-to-date with the latest products. Additionally, salespeople need to be able to adapt to changing market conditions.

By committing to continuous learning, salespeople can develop the skills they need to succeed in their careers. There are many ways to commit to constant learning, such as taking courses, attending seminars, and reading sales books. Salespeople who commit to continuous learning will be better equipped to handle whatever challenges they face in their careers.

Obviously, a great way to learn is to subscribe to this site and follow me on LinkedIn ( You should also purchase and read my book Eliminate Your Competition. The reality is that at the end of every sales cycle, every competitor has been eliminated but the one that received the order. Don’t let someone else eliminate you from a deal that you want to win.

You may purchase my book Eliminate Your Competition from your favorite book retailer. The ebook version is available at popular retailers such as Apple, Amazon, Barnes & Noble. The paperback version is also widely available at retailers like Amazon, Barnes & Noble, and Books A Million.

10. Be a resource for your clients

Being a good salesperson is about more than just making a sale. It’s also about developing relationships and being a resource for your clients.

The best salespeople are always looking for ways to help their clients, even if it doesn’t result in an immediate sale. They build trust and credibility by demonstrating their expertise and knowledge and create long-term relationships by always putting their clients’ needs first.

To be successful in sales, adopt these habits and traits. Show your clients that you’re more interested in helping them than in making a quick buck, and you’ll reap the rewards in the form of loyalty and repeat business.

11. Focus on solutions, not problems

As a salesperson, it’s essential to focus on solutions, not problems. This habit can help you stand out from the competition and build trust with potential customers. When you focus on solutions, you demonstrate that you’re resourceful and capable of finding creative ways to solve problems. This is an essential trait for salespeople, as it shows that you’re committed to meeting your customer’s needs.

In addition, focusing on solutions shows that you’re proactive and can think on your feet. Customers will appreciate your ability to find innovative solutions to their problems, and they’ll be more likely to do business with you in the future.

12. Build relationships of trust

With the advent of the internet, it’s easier than ever for consumers to find information about products and make informed purchase decisions without even speaking to a salesperson. However, that doesn’t mean that salespeople are no longer important. In fact, salespeople who build relationships of trust with their clients can be incredibly valuable, forming bonds that last long after a purchase has been made.

A trustworthy salesperson is someone consumers can rely on for accurate information and recommendations. This type of salesperson doesn’t just try to make a quick sale; instead, they take the time to get to know their clients and understand their needs. As a result, clients are more likely to come back to this salesperson in the future and recommend them to others.

Building trust takes time and effort, but it’s well worth it for salespeople who want to create lasting relationships with their clients. Habitually truthful salespeople with strong communication skills are more likely to succeed in building trust than those who don’t possess these traits. By making an effort to build trust from the beginning of every relationship, salespeople can set themselves apart from the competition and create lasting bonds with their clients.

13. Manage your time and energy effectively

The best salespeople are the ones who know how to manage their time and energy effectively – they are effective time and energy managers. They don’t waste their time on things that don’t matter, and they take care of themselves so they can be at their best when it comes time to sell.

Great salespeople know how to prioritize their time, master the art of follow-up, are disciplined with their self-care routine, and always have a positive attitude.

Good salespeople know that their success depends on their abilities to focus and work hard, so they develop habits that help them make the most of their time and energy. For example, they might wake up early to get a head start on their workday or take a break after every sales call to regroup and recharge.

In addition, salespeople typically have high levels of self-motivation and optimism, which helps them stay focused even when things are tough. By developing these time-management skills, salespeople can set themselves up for success.

Being a salesperson is a demanding job. Many salespeople develop habits that sabotage their productivity. For example, some salespeople spend too much time on the phone or social media, while others allow themselves to be interrupted by email and text messages. The best salespeople have mastered the art of time management and know how to focus their energy on the task at hand. In addition, they know when to take breaks and how to use downtime effectively. They understand that sales is a numbers game, and they prioritize speaking with as many potential customers as possible.

14. Take initiative and be proactive

I am occasionally interviewed about my book Eliminate Your Competition. In those interviews, I am typically asked to summarize the differences between the 4 types of salespeople (Farmer, Hunter, Gatherer, and Trapper).

As I describe in my book, a Gatherer is a superior version of a Farmer and a Trapper is a superior version of a Hunter. That superiority comes with a lot of enhancements but primarily it is that a Gatherer is more proactive than a Farmer and a Trapper is more proactive than a Hunter.

You may purchase my book Eliminate Your Competition from your favorite book retailer. The ebook version is available at the most popular retailers such as Apple, Amazon, Barnes & Noble. The paperback version is also widely available at such retailers as Amazon, Barnes & Noble, and Books A Million.

Being a salesperson requires more than simply being good at sales. To be successful, a salesperson must also be proactive and take the initiative. This means always looking for new sales opportunities and taking the initiative to follow up on leads. Additionally, a salesperson must be able to think on their feet and come up with creative solutions to problems. These traits are essential for any salesperson who wants to be successful. By taking the initiative and being proactive, salespeople can ensure they are always one step ahead of the competition.

Any salesperson worth their salt knows that being proactive is a vital part of the job. That means taking the initiative, being assertive, and always looking for new opportunities. After all, the best salespeople are always one step ahead of the competition. While some people may be naturally inclined to be proactive, others may need to work a little harder to develop this habit. However, it’s important to remember that anyone can learn to be more proactive with a little effort. By cultivating the traits of a proactive salesperson, you can set yourself up for success in any sales situation.

Being proactive is the second most essential trait of all things that are needed for a great sales career. When I look at poorly performing salespeople, they are almost always reacting to things that are around them rather than driving those events. The most important trait is coming up below: persistence.

15. Be persistent and never give up

A salesperson’s job is not easy. It requires a lot of skill, charisma, and, most importantly, persistence. Persistence is the last trait that I list for two reasons:

  1. I think it is probably the most essential trait of successful salespeople
  2. Only those persistent readers will make it through to this last listed trait!

I often bastardize this great quote by President Calvin Coolidge:

“Nothing in this world can take the place of persistence [in sales]. Talent will not; nothing is more common than unsuccessful [salespeople] with talent. Genius will not; unrewarded genius [in sales] is almost a proverb. Education will not; the world is full of educated [failed salespeople]. Persistence and determination alone are omnipotent [in sales]. The slogan ‘Press On!’ has solved and always will solve the problems of the human race [especially when it comes to selling and making quota].”

Slightly edited and enhanced quote by President Calvin Coolidge

I have written about persistence before and explained how persistence won orders for me when I was a quota-carrying salesperson.

Have you ever tried to learn to water ski? In my experience, the most common advice for new skiers is to hang on to the ski rope until you almost can’t take it anymore, and then hang on a bit more. For new skiers, it is right when they feel like the rope will be ripped from their hands that they are about to be lifted from the water and beginning to glide. If they just hold on for one more second, success will happen.

The same is true of sales. Success is right after the next phone call. Success is only one more email, Twitter post, or LinkedIn connection away. If you stop now, you will not enjoy the result of this effort as you will have given up just one instant too early.

A salesperson must be able to handle rejection after rejection and still maintain a positive attitude. They have to believe in their product or service and never give up, no matter how often they are told “no.” This is not an easy trait to develop, but it is essential for success in sales.

The good news is that persistence is a habit that can be learned. With practice, salespeople can develop the skills and traits necessary to succeed in this challenging field. There is no doubt that sales is a tough gig, but with perseverance, anything is possible.

The best salespeople are persistent and never give up. They understand that sales is a numbers game, and the more people they talk to, the more likely they will find someone interested in what they’re selling. They also know that it takes time to develop relationships and build trust, so they’re patient and never give up on a potential customer.

Don’t ever give up. No means not yet. You will never be column fodder if you understand what is important to your prospect. You must be prepared to explain how you help your customer achieve their goals, even if the customer doesn’t want to hear it. The opportunity will come with persistence and perseverance.

These traits are essential for sales success, and the best salespeople have developed them into habits. They know that if they keep working hard and never give up, eventually, their efforts will pay off. So if you’re thinking about becoming a salesperson, remember: persistence and tenacity are key. Never give up on your dreams; eventually, you’ll reach your goals.

Get Started

These are just a few of the principles that can help you sell more effectively. If you can implement these principles into your career, you will be well on your way to achieving success as a salesperson. It takes hard work, determination, and a robust set of career success principles to be successful in this field.

If you want to learn more or need help implementing any of these concepts, don’t hesitate to reach out to us.

Use these tips as a foundation to build the successful sales career you deserve. What principle resonates most with you? How are you going to apply it to your own professional development? Let us know in the comments below!

Header Image by Gerd Altmann from Pixabay
You Can Win Business Against Larger Competitors

You Can Win Business Against Larger Competitors

In most industries, a single company controls the market. Compared with their competitors, they have a much larger market share, top-of-the-line products, a more significant marketing budget and reach, and more company cachet. Life can be very intimidating for salespeople who compete against these industry giants.

However, a Harvard Business Review study provides some good news in this regard. Buyers aren’t necessarily fixated on the market leader and are more than willing to select second-tier competitors than one might expect. In fact, only 33% of participants indicated they prefer the most prestigious, best-known brand with the highest functionality and cost. Conversely, 63% said they would select a fairly well-known brand with 85% of the functionality at 80% of the cost. However, only 5% would choose a relatively unknown brand with 75% of the functionality at 60% of the cost of the best-known brand.

There are a few keys to competing with more prominent companies. In general, they boil down to just being a competent salesperson but let’s list some of the elements.

  1. Do your research – know your competition and what they offer
  2. Create a unique selling proposition (USP) that sets you apart from the competition
  3. Focus on quality over quantity – make sure each product or service is the best it can be
  4. Offer customer service that is superior to your competitors
  5. Stay up to date with industry trends, and find ways to incorporate them into your business
  6. Promote yourself online and offline through social media, networking events, and advertising

1. Do your research – know your competition and what they offer

Knowing your competition and what they offer is essential, as any salesperson knows. By understanding what your competition is offering, you can be sure to target your sales pitch appropriately. In addition, you can use this knowledge to tailor your sales strategy to meet your potential customers’ needs best. For example, if your competition is offering a lower price point, you may want to focus on the quality of your product. Alternatively, if they target a different customer base, you may want to adjust your sales approach to appeal to your target market better.

In today’s competitive marketplace, trying to win sales by offering the lowest prices can be tempting. However, this is often not the best strategy in the long run:

  1. Competitors can always undercut you on cost, forcing you to lower your prices even further.
  2. Customers who only buy based on price are often the least loyal and likely to switch to a different supplier as soon as a better deal comes along.
  3. Focusing on price can distract you from other important aspects of your business, such as product quality and customer service.

For these reasons, it’s usually best to avoid competing on price. Instead, focus on offering a high-quality product or service at a fair price. This will help you attract and retain loyal customers willing to pay a little more for a company they trust.

2. Create a unique selling proposition (USP) that sets you apart from the competition

In today’s competitive marketplace, it’s more important than ever to have a unique selling proposition that sets you apart from the competition. Whether you’re selling products or services, your USP is what will make you stand out from the crowd and attract customers. There are a few critical components to creating a strong USP:

  1. You need to identify your target market and what needs or pain points they have that your business can address.
  2. It would help if you determined what makes your business unique and how you can best serve your target market.
  3. You must craft a clear and concise message that communicates your USP to your potential customers.

By taking the time to create a strong USP, you’ll be able to increase sales and grow your business.

It is essential to have a unique selling proposition (USP) that sets the business apart from its competitors. Many factors can contribute to a USP, but choosing one that is both relevant to the target market and achievable for the company is vital. For example, a business that sells eco-friendly products may focus on its sustainable manufacturing process, while a luxury retailer might highlight its exclusive range of designer labels.

By definition, a USP must be unique, so you should carefully consider what makes the business special before choosing a USP. Once the USP has been selected, it should be prominently featured in all marketing and sales communications to attract attention and drive sales.

3. Focus on quality over quantity – make sure each product or service is the best it can be

When running a successful business, there’s no substitute for quality. No matter how good your sales team is, they’ll never be able to sell an inferior product or service. That’s why it’s important to ensure that every one of your products or services is the best. Whether developing a new feature for an existing product or ensuring that your customer service is responsive and helpful, making quality a priority will always pay off in the long run. Not only will your customers be happier, but you’ll also see an increase in sales and loyalty. So don’t cut corners – instead, focus on making every one of your products or services the best they can be.

4. Offer customer service that is superior to your competitors

In today’s competitive marketplace, offering superior customer service is essential for businesses of all sizes. There are several ways to provide service that is superior to your competitors. One way is to ensure that your sales staff is knowledgeable about your products and services and can give informed recommendations. Another way is to offer a broader range of products and services than your competitors. You can also set yourself apart by offering more personalized service, such as customized product recommendations or assistance with troubleshooting problems. By providing superior customer service, you will be able to attract and retain more customers, giving you a significant advantage in the marketplace.

5. Stay up to date with industry trends, and find ways to incorporate them into your business

Sales representatives should always be up to date with industry trends. This can help them identify new sales opportunities and also be able to speak knowledgeably with potential customers about the latest products and services. There are a few different ways to stay up to date with industry trends. Representatives can attend trade shows and conferences, read industry news sources, and follow relevant social media accounts. Additionally, they can reach out to colleagues and other contacts within the industry to get insights into what is happening. By taking these steps, sales representatives can ensure that they are always ahead of the curve and able to capitalize on new opportunities.

Businesses must stay up to date with industry trends. By understanding the latest trends, companies can adapt their sales strategies to suit the needs of their customers better. Additionally, staying up to date with industry trends can help businesses identify new growth opportunities. For example, if a new trend emerges that is closely related to a business’s products or services, the company may be able to capitalize on this trend by marketing its products or services in a new way. Finally, keeping abreast of industry trends can help businesses stay ahead of their competitors. If a company is aware of a trend before its competitors, it may gain a competitive advantage by being the first to market its products or services in a new way. In short, there are many good reasons for businesses to stay up to date with industry trends.

6. Promote yourself online and offline through social media, networking events, and advertising

As a small business owner, promoting yourself online and offline is essential. Social media is a great way to reach potential customers and build awareness for your business. But don’t stop there – networking events and advertising can also be effective marketing tools.

When it comes to promoting your business, sales are essential, but so are building relationships and connecting with potential customers. That’s where networking comes in. Attending industry events and meeting potential customers can help you make those critical connections.

And don’t forget about advertising. There are various ways to get the word out about your business, from print ads to radio commercials. While online marketing is essential, offline advertising can also be a great way to reach potential customers.

You can effectively promote your business online and offline with a little effort. By using a combination of social media, networking, and advertising, you’ll be able to reach more potential customers and grow your business.

It would help if you were the best professional that you could be. You must embrace work as a profession, not as just another job. A professional salesperson is proud of his craft and tries to be the best that s/he can be.

In my book, Eliminate Your Competition, I discuss there are three things that you must sell:

  1. your product,
  2. your company,
  3. yourself.

Since most products have competition that solves the core of the same problems, products rarely win the deal by themselves. Since most companies are high quality, the company’s reputation rarely wins the deal. The significant variable in all sales opportunities is you. You can show you are a better partner and advocate than the other salesperson. You can show that buying from you is better than buying from another person.

You may purchase my book from your favorite book retailer. The ebook version is available at popular retailers such as Apple, Amazon, Barnes & Noble. The paperback version is also widely available at retailers like AmazonBarnes & Noble, and Books A Million.

There is a way to beat your competition, even if they have all their advantages. Believe it or not, this is possible with the right sales skills. Many small businesses have used effective selling techniques to overtake their larger counterparts. So don’t be discouraged; you can outsell any competitor with the right approach and attitude. Start honing your skills today! What are you waiting for?

Header Photo by Laura Tancredi:
10 Reasons Why Top Salespeople Are Successful

10 Reasons Why Top Salespeople Are Successful

Salespeople are the lifeblood of any company, but they are a unique breed of people. They are responsible for bringing in new customers and generating revenue. They often have to work long hours, put in extra effort, and make quick decisions that can either make or break the deal. It’s no wonder, then, that companies are always on the lookout for top salespeople.

But what makes a top salesperson? And how can you become one? Check out these ten reasons why top salespeople are successful. The list is not in any order as nearly all top salespeople do all of these things, and, in fact, they probably want to do each item even better than they currently perform the role.

  1. Top salespeople do what they love to do
  2. Top salespeople know precisely what they want
  3. Top salespeople back their sales goals with perseverance
  4. Top salespeople commit to lifelong learning
  5. Top salespeople use their time well
  6. Top salespeople follow the leaders
  7. Top salespeople know that character is everything
  8. Top salespeople use their natural creativity
  9. Top salespeople practice the golden rule
  10. Top salespeople pay the price of success

1. Top salespeople do what they love to do

Being a top salesperson requires more than just a love of the sale itself. It requires an innate ability to connect with people, an unwavering dedication to meeting goals, and a passion for selling the product or service.

However, the heart of a top salesperson is their love of the job. No matter how challenging the sale may be, they maintain a positive attitude and remain focused on their goals. This passion drives them to succeed, no matter what obstacles they face. Without this essential ingredient, even the most talented salesperson will eventually fall behind.

So if you want to be a top salesperson, find something you love to do and dedicate yourself to it wholeheartedly. Only then will you have the necessary drive to succeed.

2. Top salespeople know exactly what they want

Top salespeople are go-getters. They know what they want, and they go after it with a passion. They are driven to succeed and will stop at nothing to reach their goals. This single-minded focus is what sets them apart from the rest.

They don’t just sell; they close deals. And they don’t just close deals; they get the sale.

Top salespeople are also great communicators. They know how to build rapport and establish trust with their clients. They are excellent listeners and learn how to ask the right questions to uncover needs. As a result, top salespeople can create solutions that address their clients’ pain points. This allows them to close more deals and achieve tremendous success.

3. Top salespeople back their sales goals with perseverance

Top salespeople understand that achieving their sales goals requires hard work and perseverance. They don’t give up when they face rejection or encounter obstacles. Instead, they view these challenges as opportunities to learn and grow. They know that each “no” brings them one step closer to a “yes.”

They also believe in their products and services and stay focused on the positive outcomes that their potential customers can experience. This confidence allows them to stay motivated even when the going gets tough.

When top salespeople set their sights on a goal, they are fully committed to achieving it. They don’t let anything get in their way. This tenacity is a significant reason why they are so successful.

4. Top salespeople commit to lifelong learning

Top salespeople are always learning. They are constantly reading books, taking courses, and attending seminars. They understand that the best way to stay ahead of the competition is to keep learning and growing.

Top salespeople also know that they can learn from their colleagues and customers. They are always on the lookout for new ideas and perspectives. As a result, they can adapt to change and remain at the top of their game.

Top salespeople understand that lifelong learning is essential to success. They are committed to continuously improving their skills and knowledge to provide the best possible service to their clients.

5. Top salespeople use their time well

Top salespeople are well aware of the importance of time management. They know that time is precious, and every minute counts when making a sale. Top salespeople use their time wisely, spending it on activities leading to results.

They are masters of prioritization, knowing which tasks are the most important and which can wait.

Time management is a critical skill for any salesperson, and the top salespeople have mastered it. Top salespeople also know how to delegate, freeing up their time to focus on tasks only they can do. As a result, they can sell more and achieve greater success.

6. Top salespeople follow the leaders

Top salespeople are always looking for an edge. They know that to be the best, they must learn from the best. So they study the top performers in their field, observing what works and what doesn’t.

Top salespeople are also willing to take risks. They know that they must be willing to put everything on the line to achieve big things. They also keep an eye on emerging trends, so they can be among the first to adopt new selling strategies. They’re not afraid of failure because they know that even the greatest salespeople have had their share of setbacks.

Top salespeople are constantly striving to improve, and they know that the only way to do that is to learn from their own mistakes and those of others. By following the leaders in their field, they can ensure that they’re always at the top of their game.

7. Top salespeople know that character is everything

Top salespeople know that character is everything. Sometimes, the key to success is simply being a good person.

Top salespeople are known for their integrity, their drive, and their commitment to their craft. They are also known for building relationships and connecting with people. These qualities allow them to establish trust with potential clients and close deals.

In a competitive industry, top salespeople know that character can make all the difference. By being honest, hardworking, and passionate, they set themselves apart from the rest and achieve success.

8. Top salespeople use their natural creativity

Top salespeople are often those who are the most creative. They can think outside the box and develop new and innovative ways to sell their product. This allows them to stand out from the competition and make more sales.

Creativity is often crucial in negotiating deals and developing new ideas to increase revenue. Top salespeople understand that being creative is not just about coming up with new ideas but also about being able to execute those ideas. They can take their creativity and turn it into results.

9. Top salespeople practice the golden rule

Top salespeople practice the golden rule: always treat your customers the way you would want to be treated. They know that every customer is different, and they take the time to get to know each one to provide the best possible service.

They build relationships with their clients and work hard to earn their trust.

Top salespeople are also great communicators. They listen carefully to their customers and make sure they understand their needs. They then use this information to tailor their sales pitch, so it resonates with the customer.

Finally, top salespeople follow up after the sale to ensure their customer is happy with their purchase. Top salespeople treat each customer respectfully and provide superb service, creating lasting relationships that result in repeat business and referrals.

10. Top salespeople pay the price of success

Top salespeople are often the highest earners in a company. However, they don’t always have an easy time achieving success. It takes a lot of hard work and dedication to reach the top; even then, it’s not always guaranteed.

Top salespeople often work long hours, make constant phone calls, and travel frequently. They may also have to deal with rejection regularly. This can be demanding and exhausting, but top salespeople know that the rewards are worth the effort.

They understand that success doesn’t come easy but is attainable if they’re willing to pay the price.

How can you become a top salesperson?

Becoming a top salesperson is not easy, but it is possible. Don’t try thought unless you love being in sales. You also must decide exactly what you want and achieve your goals with perseverance. You must commit yourself to lifelong learning and use your time well. It takes dedication and hard work to achieve this level of success. It takes commitment to knowledge, practicing the skills needed, and following in the footsteps of those who have come before you. If you are willing to put in the work and focus on developing your character above all else, then you can join the ranks of the best salespeople in the world.

With these tips in mind, you can begin practicing the habits of successful salespeople and start moving up the ladder. How will you become a top salesperson?

Ask Better Questions To Close More Deals

Ask Better Questions To Close More Deals

Asking questions is one of the most effective conversation techniques for a sales call. It shows that you’re interested in the customer’s business and demonstrates your curiosity about their needs. Asking questions also gives you an opportunity to gather the information that can help you close the sale. However, it’s important to avoid asking too many questions or coming across as pushy. The key is to strike a balance between being interested and being intrusive. By using questions strategically, you can build rapport, gather information, and ultimately close the sale.

Asking questions is key to uncovering the initiatives and goals for the company during the Discovery phase of your sales process. The more that you discover with your questions, the more that you will be able to tailor your sales efforts to appeal to the various decision-makers within the prospect. You will also be able to decide if your product’s benefits are valuable enough to spend time selling to the prospect.

Not all questions are created equal. To be effective, questions should be carefully crafted to elicit specific information. They should also be asked in a way that shows genuine curiosity and concern. When used correctly, questions can help you to create a deeper connection with your prospective customer and increase your chances of making a successful sale.

In order to build rapport with a prospect and earn trust, you need to be an active listener as well as a skilled speaker. This means asking questions to get a better understanding of their business, their needs, and their goals. It also means showing genuine curiosity and interest in what they have to say. Only by taking the time to truly listen can you hope to build the foundation for a successful business relationship.

Of course, questions must be used wisely. You will come across as pushy or intrusive if you ask too many questions. But if you use them judiciously, questions can be a powerful tool for building relationships and closing deals.

Great basis for questions

You probably shouldn’t ask these specific questions but they will probably get you started in the right direction.

  • What is working?
  • What isn’t working?
  • When it works, what good things happen?
  • When it doesn’t work, what bad things happen?
  • Who is affected when it doesn’t work?
  • Who is affected when it does work?
  • How much does it cost when it doesn’t work?
  • What are their goals?
  • What challenges are they facing?
  • May I ask you some questions about your business?
  • Could you tell me about your business?
  • What happens in the world that causes you to lose money as a company?
  • You specialize in X. Why did you choose that niche?
  • What does your manager hope to accomplish in the next year?
  • How does your company evaluate new products or services before buying?
  • Why would you commit time and resources to something that’s low to medium priority?
  • Tell me about your average day. How would this solution impact your daily work?
  • What’s holding your team back from reaching your goals?
  • Was budget a barrier in solving this problem previously?
  • Why is this a priority for you now?
  • Why haven’t you tried to solve the problem before?
  • Who are you doing business with now? Why did you choose that vendor?
  • Is there anyone else you think I should speak with?
  • What is the business problem you’re trying to solve?
  • What are the priorities for your business/team this quarter?
  • What are your biggest pain points?
  • What events are you attending this year?
  • Where do you see the biggest opportunities for growth?
  • When is a good date to follow up?

Showing that you understand their needs will make it more likely that they’ll want to do business with you. By following these simple tips, you can ensure that your sales calls are more effective and enjoyable for everyone involved.

Many sales campaigns are effective because of the questions that the salesperson asks. Good questions display business acumen and curiosity, two qualities that customers respect. They also give the salesperson an opportunity to understand the customer’s needs and pain points. Asking questions also shows that the salesperson is engaged in the conversation and is truly interested in helping the customer. Consequently, questions should be a key part of any sales call.

Photo by Alex Green:
Selling To A Committee

Selling To A Committee

According to a study by Harvard Business Review, buying committees are getting larger. Salespeople have no option but to become skilled at dealing with buying committees.

Whenever a company makes a purchase decision that involves a team of people, factors including self-interests, politics, and group dynamics will influence the final decision. Tension, drama, and conflict are normal parts of group dynamics because purchase decisions typically are not made unanimously.

One critical research finding is that 90% of study participants confirmed that there is always or usually one member of the evaluation committee who tries to influence and bully the decision their way. Moreover, this person is successful in getting the vendor they want selected 89% of the time. In practicality, it can be said that a salesperson doesn’t have to win over the entire selection committee, only the individual who dominates it.

According to Gartner, the typical buying group for a complex B2B solution involves six to 10 decision makers‚ each armed with four or five pieces of information they’ve gathered independently and must deconflict with the group. At the same time, the set of options and solutions buying groups can consider is expanding as new technologies, products, suppliers, and services emerge.

These dynamics make it increasingly difficult for customers to make purchases. In fact, more than three-quarters of the customers Gartner surveyed described their purchase as very complex or difficult.

Understand the Power Matrix

As you meet people and develop a sales opportunity within your prospect, you need a tool to help you make sure you develop relationships with the correct people with the appropriate power and influence to help you.

The Power Matrix is a great tool to understand the organization. I promise you, that if you can successfully fill out the Power Matrix in every account, you will be phenomenally successful. You can read more about the Power Matrix here and learn much more in my book Eliminate Your Competition.

You may purchase my book Eliminate Your Competition from your favorite book retailer. The ebook version is available at the most popular retailers such as Apple, Amazon, Barnes & Noble. The paperback version is also widely available at such retailers as Amazon, Barnes & Noble, and Books A Million.

Map Out Committees Early On

It’s often impossible for an outsider to get a clear picture of an organization’s internal structure and personnel layout, but we’re better equipped to map it out than ever. One simple first step is to pull up a list of the company’s employees on LinkedIn and seek out job titles that are commonly involved with researching vendors or choosing solutions.

If you’ve already developed a solid relationship with one contact at a company, you might consider asking them outright about additional key players. (“Is there anyone else on your team I should be chatting with about this? Would you mind introducing me?”)

Work with Marketing to Build and Shape Brand Awareness

One pitfall that can disrupt a unified front in the buying committee is when one member takes a liking to your solution, but another has never heard of your company. You can mitigate this risk by collaborating with your marketing colleagues on strategic brand awareness efforts. The tools available through LinkedIn make it easy to target your ads toward particular accounts, titles, or seniority levels.

And remember, it’s not just awareness that matters, but perception. Ads and content need to portray your brand in the right way — the same way you’re trying to sell it. So it’s crucial that the sales team take an interest in helping to create marketing messaging.

Keep Track of Movement within Accounts

Buying committees aren’t static. People enter, leave, and change roles. This is why we consider multithreading (connecting with numerous people at an account) to be so critical and why the ability to save accounts and leads in Sales Navigator is such an integral feature.

When you do so, you’ll receive sales updates that keep you posted on job changes and other important developments with your prospects. This enables you to react quickly and ensure you’re not losing touch with a committee without even realizing it.

Make Content Easy to Share

Ideally, the compelling content you share with your contacts on a buying committee will be shared with other members. Take steps to facilitate this outcome by ensuring your documents, videos, links, and pricing sheets are easy to pass along.

When it comes to making large purchase decisions, involving a team of people will always be messy. There will be tension, drama, and conflict as everyone tries to assert their own self-interests and negotiate for what they want. This is normal, and you should expect it. The key is not to let these dynamics derail the process or prevent you from selling your product. Learn to navigate these waters and understand how group dynamics can influence decision-making. You can sell your product with the right approach even when faced with committee buy-in challenges.

Send A Newsletter To Your Clients And Prospects

Send A Newsletter To Your Clients And Prospects

A newsletter is the best tool for maintaining a relationship with existing customers and qualified prospects that are uninterested at this time. I suggest that you send out your newsletter at least every quarter, but it would be more effective if you send it every month to your mailing list. I also suggest that you post your newsletter to LinkedIn using their blogging capability.

Of course, sending out a newsletter assumes that you are using a CRM to manage your relationships. If you aren’t using a CRM, you need to start immediately. I have written about CRM strategies in the past if you want a little more background.

Your customers should all receive your newsletter. Your customers need to be constantly cultivated for new business. Also, your customers may change jobs, and you want them to call you immediately. They will only do this if you have been consistently adding value to their working lives. Remember, the only way that you add value to a prospect is by making that prospect smarter. You can help an existing customer a few more ways by offering good customer service, but the most proactive method is to make them smarter.

It is not practical for me to put a template of a newsletter into this blog and have it be useful for every reader but below are some suggested sections:

  • Title/Subject: Make sure your title clearly states that this is a newsletter. Your title will be in your subject line of your email, and it will be at the top of your blog post on LinkedIn. You want your email recipients to know that this is an email to many people.
  • First section: A personal note of about 100-200 words on your industry or the local situation. Don’t be afraid to congratulate the local college for a great sports season. It should be personal and, if your prospects are local, it should be relevant to your geography.
  • Second section: News from your company. This literally could be a copy of a relevant or important press release. If someone in your product marketing group puts out a blog, that can be great content. Just make sure you include a URL link to the original content.
  • Third section: Links with a short description to download some new company content. Perhaps a new whitepaper was published, or a new video on YouTube.
  • Fourth section: This section contains selected paragraphs from a published article. This article should not mention your company but rather be about your industry. You don’t want this article to be a sales pitch, but rather it is included only to make your prospect smarter.
  • Fifth section: Links to upcoming events that you or your company is participating in. If you don’t have any events coming up in the next year, list a few links for events from your partners or maybe industry associations.
  • Sixth section: It may be relevant to have a bit of humor at the bottom of your newsletter. There are several open-source cartoons that you can embed. Of course, you need to be extremely careful that the humor is non-offensive to any demographic group and should be non-political. If you can’t do this well, skip the humor.
  • Seventh section: Give directions on how to unsubscribe and your contact information (including your physical address). This will help to keep you from being black listed by the various agencies that watch for spamming activities. If you use your CRM to create your newsletter or a campaign management tool (see below) then that template or tool should force you to put this into your newsletter.

Somewhere in the newsletter, either in the footer or in your opening section, make sure you invite people to connect to you on LinkedIn.

Building a newsletter is not difficult, but it may be a struggle for you depending on your skills or time constraints. There are a couple of tools that you can use:

  • Use your CRM: In many cases, your CRM will have tools built into the tool that will help you build and manage a newsletter. If it does, it will typically have a series of modifiable templates. This will make your delivery easier. Using that template, customize it to meet your company’s color scheme and then fill in the content on a monthly and quarterly basis.
  • Use a campaign management tool: Tools such as ActiveCampaign, Constant Contact, and Mailchimp are very easy to use if you are familiar with Microsoft Word. They each offer many templates that are easy to customize and save. They also easily accept a CSV import from your CRM or maybe Zapier has a direct integration between your CRM and the campaign management tool. If you want more options than the three that I listed here, simply search the web for “best newsletter tools” and you will see dozens of articles reviewing the industry. Don’t spend too much time reviewing all of the options though as no one is going to buy from you because you use one tool over another. They are all probably very good and you simply need to get used to the one that you choose.
  • Your email: Newsletters do not need to be highly formatted templates. In reality, you can simply create an email using your email client and then send it out your top prospects and customers. Just be very careful that you are not sending spam so don’t send more frequently than monthly. Also, if you use a simple email you should include a way for the receiver to unsubscribe from your list (and you should respect that request). It is better if you have a form that they can fill out but as a minimum you need to include similar to: “If you do not wish to receive this regular newsletter from me, please reply with UNSUBSCRIBE.”
  • Hire a service: There are many services available that will handle all of this work for you. Simply Google “marketing services” and then add your zip code and Google will give you several choices that are very close to you. If you don’t know someone in your immediate network that does marketing services, fill out my contact form and I will give you a couple of options of people that can help you that will do a great job. I personally do not offer this service but I have friends that do.

Start your newsletter today. Keep a schedule. The goal is to keep your name in front of as many people as possible and to start to establish yourself as a Trusted Adviser.

If you want to read more about creating a newsletter, there are probably thousands of articles giving you suggestions. Here are a few that are quite good:

  1. 7 Tips for Creating More Engaging Newsletters
  2. How to Create an Email Newsletter People Actually Read
  3. How to Write a Newsletter