Successful sales secrets, there are many of those. These ones we learned from Gerard Koolen, the Managing Partner of a great recruitment empire, who has built a 130 million empire with these secrets. So take a close look, save this gem somewhere you can read it again because you will need it 🙂
1st Successful Sales Secret
The first successful sales secret is all about having a good solid target group with contact details. If you do not have this, then who are you selling your product/service to?
And how big should this group be? Well, you might not think this, but it should be as big as possible. And the longer the buying or decision-making cycle is, the bigger your group of prospects should be. Because you want to have enough people in your pipeline you can nurture until they are ready. And you also need a large target group when the purchase amount is small. And, the lower your gross margin is, the bigger your target group should be.
2nd Successful Sales Secret
Be persistent and show-up!
This is a very important one. Remember that prospects don’t need you. Because they probably have a supplier, and there are many other suppliers who offer the same thing you offer. And there is a great chance that they are very happy with their current supplier. Next to that, you have to keep in mind that people never really like change, even if the current supplier is not everything they hoped for. Because they still like the current situation better than an unknown new situation.
And there this great tip comes up. With being persistent, and showing up all the time and everytime, you will earn the respect of the buyer. Any tenacious salesperson, who walks the extra mile gets a chance to prove what they’re worth. Make sure you will get that chance, to show them how great you and your product/service are. But this is not everything. Persistency is just one thing you have to master.
3rd Successful Sales Secret
Most salespeople screw themselves up…
You are your biggest enemy, eventhough you might think that it is not the case. As this person is rude to you, that person slammed the door in your face, and so on. All salespeople face rejection, and some rejectors are more polite than others. And that is why you can’t be another ‘enemy’ in this list. Because the people who reject you, they will always be there and the reasons why they reject you, could be anything. For example when someone is in a bad mood. A person could be busy, someones dog could have died, another persons child was up all night, or someone else just came out of traffic, stepped in shit, spilled coffee all over himself and was laughed at by his boss.
That is why you should never screw yourself up. It might sound hard, but your mindset should be great. You should have a mind that supports you and your goals. Your mind should be your own coach, your mentor and if you find that hard, find yourself a mentor! My advice is to do anything to make sure you have a great state of mind.
4th Successful Sales Secret
Studies show that deals are made with prospects after the 7th attempt. Most salespeople give up after attempt 5. This is why 20% of all salespeople realize 80% of all sales. The majority of salespeople don’t have a well-defined target group and give up their sales efforts after they have been declined by their prospect several times.
You sell after your 7th attempt, don’t stop before that.
5th Successful Sales Secret
Show up, be friendly, and say YES!
The fifth successful sales secret is all about simplicity. Salespeople make it very complicated for themselves. They study customer behavior. They study the numerous purchase and personality profiles; they study all kinds of sales strategies; they study how to manipulate the decision-making progress. Still, they forget about three necessary success keys. If you master these, if you act upon these simple three factors, you will make all the sales you want:
- Show-up. If you are not in front of your prospect, he cannot and will not buy from you. So be visible on social media, have your blog, be in your prospect’s inbox, in your prospect’s phone, meet your prospects at events, lunch & dinner your prospect. How obvious and how few salespeople consistently do this.
- Be friendly. Let me tell you a secret. Prospects like to buy from people they like. They avoid buying from people (no matter how professional they are, no matter how excellent their service or product is) whom they don’t like. They buy from people they trust. With whom they can have a great conversation. They love to buy from people who make them feel good. They like to buy from a human being. Not from a cold-faced, fake-smiling, continuously talking, contractual sales machine – which many salespeople think they should be. Clients love to buy an excellent service from a friend. They even buy from a friend when the service is not that good as yours is. Be friendly.
- Say YES. And this means that you have to give your prospect solutions. The NO-assortment of most salespeople is big. Salespeople screw up for themselves by telling their prospects NO: we can’t do this, we never do this, we can only do it like this, we have no capacity; its bigger than their YES-assortment. While yes, it is a much easier word. It is much more helpful. NO is a dead-end street. YES is the start of opportunity and an abundance of sales.
6th Successful Sales Secret
Sales prosper with consistency.
The last, important Successful Sales Secret is that sales is a numbers game, and consistency is very beneficial to that. But before you can be consistent, and before you can make it a numbers game, you will need one more essential feature. Without this, your success in sales will be diminished to 20% of selling 80% of all salespeople are doing.
Consistency is the magic word in sales. But 80% of all salespeople don’t know what it means and probably don’t know how to write it, don’t know how to pronounce it. Consistency in building your target-group of prospects. Consistency in showing up, in being friendly, and in saying YES. And the more you do this, all the quality of you as a salesperson in all its magnitude will increase and increase and increase.
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