Good salespeople think their goal is to help customers and create value, but bad salespeople think their goal is to meet quotas. This is why I’m not a huge fan of hiring commission based sales people. I believe in giving them a solid salary plus commission.
It’s important to build good relationships in sales as they go a long way especially with referrals.
In this post, I want to go over some habits, tactics, and more that good sales people use vs bad sales people.
Good listeners are honest
Good salespeople are known for their honesty, but bad salespeople are known for their sleazy behavior. Consider a case in which your salesperson listens attentively to a customer’s needs, while considering the limitations of his or her product. Your salesperson then determines the product won’t meet those needs and refers that customer to another company, which would be unthinkable in traditional sales techniques. However, that customer will now know that your salesperson has his or her best interests in mind.
Good sales people have excellent communication skills
Good salespeople communicate with deep empathy, but bad salespeople communicate with their ego and apathy. An empathetic salesperson views a client as more than just an object; he or she truly cares about that client. These salespeople will examine the client’s concerns and admit when the product falls short rather than simply attempting to over-come the client’s objections. Clients will feel that a salesperson who uses empathetic.
Good sales people connect and nurture their relationship with their buyers
Good salespeople connect with buyers by building relationships, but bad salespeople just try to sell their product. Today’s customers simply won’t tolerate the stereotypical fast-talking salesperson whose sole concern is making a sale. Unless you’re selling used cars, salespeople will continue to face increasingly sophisticated clients. Long-term success in sales will therefore require a broader frame of reference than simply claiming that your product is the best on the market.
Good sales people are good at prospecting
Prospecting is the bread and butter to sales. Good salespeople prospect with highly personalized messages, but bad sales-people use spammy cold emails. Personalization can become difficult when you can send an email to thousands of recipients by clicking a few buttons. However, we offer a sales platform that uses artificial intelligence (AI) to obtain online information on prospective clients, which can become an indispensable tool for personalized messaging.
Good sales people understand their customer’s problems not features
Good salespeople primarily talk about their customer’s problems, but bad salespeople talk mostly about the features of their products. Salespeople should strive to become problem solvers for their customers, which typically takes time to achieve. A problem solver is skilled in helping customers select a product that actually meets their needs, rather than one that results in the highest commission. This type of salesperson may also have knowledge of some technical areas, but isn’t hesitant to consult the appropriate experts within your organization.
Good sales people knows how to build relationships that last
The customers of good salespeople think they are partners and trusted advisors, while the customers of bad salespeople think they’re douche bags. Partnership selling means that your salesperson becomes actively involved in your customers’ business affairs to the point that they become an advisor. Enterprises are generally reducing the number of vendors they use to develop closer ties to the ones they keep. Clients who don’t find this relationship with you will turn to someone who will provide this service.
This wasn’t a long post, but correcting simple mistakes like the ones mentioned above separates the differences between good sales people and bad sales people.
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We also have a TON of free resources including free sales courses and more!