We are creatures of habit.
Habit trumps discipline and willpower. So if you truly want to become great at something like sales, the best thing you can do is develop the habits of successful salespeople.
As you follow and implement these sales habits in your daily life, you’ll notice a big shift in the way you approach sales, as well as a constant growth in your sales ability.
So, here are 5 habits of successful salespeople to help you get started.
1. Constant Learning
A great salesperson knows their sales skills are never perfect, and that there is always room for improvement. They’re on a constant journey of learning and growth.
When sales are going well, you may be tempted to rest on your laurels and think you have it all figured out. But that’s not the kind of habit you want to instill. Because sales slumps happen. Times change. Trends develop. New tools emerge.
The only answer is to work on your craft habitually, whether things are going well or not. That means you should:
2. They Focus on Quality Calls
Great salespeople aren’t reluctant when it comes to the phone. They know that a potential sale lies behind every call. However, they don’t see it strictly as a number game – they prepare for each call so that they don’t waste their time.
Quality is everything.
How do you focus on quality calls? There are a lot of important factors:
- Quality leads - It all starts with getting yourself in front of the right people. Focus on targeting and lead segmentation to ensure your dial sessions are productive, and that your conversations are good ones
- Work incoming leads QUICKLY - Quality deteriorates very rapidly so don't let leads wither on the vine. Smart lead distribution technology can dramatically reduce lead waste, and ensure leads get thoroughly worked in the most efficient manner possible.
- Follow-up, follow-up, follow-up - Use email, webinars, retargeting, white-papers, etc. for repeated exposure. This compliments your sales calls and makes people more receptive to your message when you connect with them. Persistent pays off.
- Work on your scripts - Your opening statement, your close, gatekeeper scripts, your voicemail scripts are all integral to your success on the phone.
- Employ good technology - Smart salespeople use processes and technology to increase efficiency, including dialer software like PhoneBurner. But dialer software is not all created equal. Multi-line dialers produce "dead-air" delays after a prospect picks up tipping them off to sales call intent. Be wary of boosting productivity at the expense of call quality.
3. They Keep Their Commitments
Sales is about building relationships, and trust is a key component of relationships. To build that trust, great salespeople stick to their commitments both in their personal lives and professional lives. In doing so, they make it a habit.
They also remain committed to helping their prospects find solutions, rather than focusing on the sale itself.
Finally, great salespeople don’t make promises they can’t keep. They check their answers and do a little research before making an empty promise that will only serve to damage a prospect’s trust.
4. They Do Their Research
Successful salespeople know all there is to know about their product, their prospects, and their competitors.
They make it a habit to stay up to date on their company’s product or service, so they can answer just about any question their prospect has. In doing so, they can meet objections and skepticism with substantive responses, not fluff.
They also understand their prospects’ needs and are able to convey that understanding through a solutions-focused sales call.
5. They Expand Their Network
Great salespeople are always expanding their network. They know that this is one of the best ways to get new leads and build relationships.
They get in the habit of attending networking events and making connections, as well as asking for a new contact when the opportunity presents itself. They actively pursue referrals and reward loyalty. All of this helps you keep your sales pipeline full and opens the door to potential big deals.
Your discipline and willpower can only take you so far. It’s better to instill the right habits – that way, you can have more sales success in the long term, without burning out or swimming upstream.
What are some sales habits that you credit for your own success? Let us know in the comments below!