The 3 Skills You Need To Succeed In Sales (And Life)

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1.  Resiliency. 

Sales is filled with rejection, and the better sales person is able to bounce back more quickly, and keep positive. A good sales person has to learn to deal with “no” at all stages of the sale. You call someone, they hang up.  You ask them to buy, they say no.  They say they are going to buy, they don’t pay!

2.  Ability to ask the right questions, listen, understand, and allocate time accordingly.

All leads / customers / deals are not equal. Spend your time on the best deals. Make sure you understand:

 
    • Why the client is buying. You need to understand their reasons for buying before you can craft a sales strategy. You will also know when the deal is off track. For instance, if you are selling a house, and the customer told you they are buying because they are moving to the area for their new job, and then you find out that they didn’t get the job — your sale is dead. You would never know this if you didn’t know why they are buying.
    • Client’s budget. Customers may have Dom Pérignon tastes and a PBR budget. The sooner you get to their real budget, the better. It can work to conditional close – send the closing paperwork, and ask them “what has to happen for you to buy.” Once the client sees the number in writing, they may come clean that they need a large discount.
  • Who is actually making the buying decision. Make sure you are talking to the decision maker. Lots of time can be wasted “selling and closing” to the wrong person. The sooner you understand who will be writing the check and making the decision, the better.
  • Client’s timeline. Customers can ask all the right questions, need the product, and have the budget. This does you no good, if they plan to buy next year, and your product is going to be end-of-lifed at the end of the quarter. Again, ask and make sure you know when they need the product, and make sure it is in line with what you can provide.

3.   Resourcefulness.

The more deals you have active, the higher your chances for success. Try to have a diversified client base, and do not rely on a unicorn deal to save you. The more you know all of the aspects in #2, the better. Sales is a people business, and people can surprise you. Sales you think will come through, won’t. Make sure you have enough deals in the wings to back-fill, and you’ll be surprised at some of the deals you snag.

via The 3 Skills You Need To Succeed In Sales (And Life)

 

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