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Improve Selling With The Right Selling Skills
By Nick Moreno, Professional Sales Training Expert
The top sales professionals are an amazing group of characters. They are a lot fun to be around and it’s fascinating to observe their selling skills in the field. I’ve been studying their selling skills for over thirty years and enjoyed every minute of it as they strive to improve selling. Their selling skills never cease to amaze me. The sales process could be a slippery slop but not for the Superstars of Salesmanship. They use powerful selling skills to close more business and improve selling. In this article, I’ll discuss how to improve selling and the use of selling skills.
The difference between a typical sales rep and top sales professional is that the top sales reps never follow the traditional rules to improve selling. For example, the top sales professionals know that breakthrough sales success has nothing to do with working harder. In fact, the top sales professionals work far less than the typical sales reps that struggling to beat them. Imagine that ,the top sales professionals work less yet they make all the money. Obviously, the top selling professionals are using special selling skills. They know how to sail through complex sales by using powerful competitive sales strategies.
I don’t believe there is a salesperson in the world that starts their day hoping to be just ordinary by using ordinary selling skills. Yet, year after year, I noticed that the same sales professionals appear on the top of the sales ranking reports. Their success has nothing to do with luck, charisma, hard work or a host of other things often attributed to them. The top sales professionals don’t just aim , they have the selling skills required to hit the target! They know all about salesmanship.
Top Sales Producers are unique and they are the first to break all the traditional selling skills rules in order to improve selling. While 80% of the sales force is following all the traditional selling skills, the top 20% are busy making their own rules because they have the selling skills to do so. The top sales professionals know that if they improve selling like the rest, they’ll never sell like the best! They take selling skills to the next level. They focus on solution selling and presenting all the added value represented in their offering.
Here are a few examples to illustrate the sales techniques on how to use the selling skills of the top sales professional to improve selling.
Selling Skills At Work To Improve Selling
Most salespeople would drop everything to meet with a “prospect” that is interested in their product or service. The top professionals however, have the selling skills to know the difference between a “qualified prospect” and an “unqualified suspect” during their sales prospecting sessions. Unqualified is no way to improve selling. The top professionals don’t determine that a prospect is qualified based on the prospect’s “interest level”. For example, I’m interested in private jets but I don’t need to get anywhere that fast. The top professionals will only drop everything to see prospects with a real problem that can solve with their product or service.
Qualifying, for the “Superstars of Sales” is focused on the problem they are solving measured against the cost of their solution, namely their product or service. They know better than to try and solve a ten-dollar problem with a one hundred dollar solution. No one has those selling skills, so why not just find a better sales prospect and put your selling skills to good use. Qualifying will also improve your sales forecast accuracy. Qualifying is the proper way to increase sales activity.
The top sales professionals are masters at selling skills and creating rapport with their prospects while the typical sales rep hasn’t got a clue at rapport building. Sorry to say it, but, too many salespeople come across as ” just someone trying to sell something” at a time when they need to be building “trust” with their sales prospect. Prospects aren’t stupid and they quickly detect a phony smile and the silly, if not annoying, giggle at the end of every sentence. The Superstars use selling skills and know better than to operate that way. They use powerful selling skills when it comes to building rapport with prospects. Using those selling skills, they become consultants solving problems instead of “someone trying to sell something”. That’s a powerful selling skill.
I’ve seen too many “salespeople” babble on and on hoping to eventually say something of interest. The selling skills of the top sales professionals taught them that listening to their prospect is much more important than talking at their prospect. When the top professionals speak, it is both strategic and focused on their prospect’s need to solve a problem and that’s the focus of improved selling. All salespeople could benefit from those selling skills as a way to improve selling.
When it comes to closing the sale, the typical sales reps operate in one of two modes. Either they function as they were taught and are always closing or they are never closing. The top professionals operate differently because they have the selling skills to know when and how to ask for the order and how to improve selling. The Superstars use top notch sales closing skills.
The typical sales rep eventually loses control of the sale and is forced to spend their time reacting to their prospects. The top professionals maintain control of the sale because they follow a successful sales process thanks to their selling skills. They are experts at overcoming sales objections.
Are you ready to unleash the Sales Superstar in you? Are you ready to change everything about the way you sell today and start changing everything in your life for the better by using Superstar sales strategies? You can do all that by copying the selling skills of the top sales professionals. But first, you have to discover how the top professional operate in the field, day after day. You’ll discover their selling skills and a lot more in my sales training video, “The Progressive Sales Process”. The right sales training can take your career to the next level. Life doesn’t wait, why should you? Change everything with “The Progressive Sales Process” and start using Superstar selling skills today.
To your great sales success,
Nick Moreno, Sales Trainer
National Sales Center, Sales Training Company
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