You might notice that top sales performers don’t scapegoat others, make excuses, or give up. They have persistence, patience, and the right mindset to hone their sales craft. If you’re in sales, you understand bumps in the road are normal, but if you’re a top performer you not only overcome objections, you anticipate them. Here are 5 every day hacks to hone your sales craft.
If all of your clients were exactly alike, sales would be a breeze. If each customer had the same needs and each operated with the same motivation, your job would be easy. The truth is that your job depends heavily on human behavior, which varies greatly from person-to-person. More specifically, it depends on your ability to influence that behavior. The problem is that your clients have different personalities and many of those personalities will be very different than your own. It’s precisely why a study of DISC profiling is a must for every salesperson.
It’s time to transform the old-school, sounds-like-a-survey, ho-hum needs assessment interview into a rich, engaging two-way dialogue with buyers. Why? Because:Buyers don’t have time or patience for sellers’ self-serving Socratic questions. Buyers don’t want to be sold and resist sharing information that overtly sets up the sale. Buyers don’t see value in the recycled questions every seller pulls out of the same old playbook.
Inbound Recruiting: The goal of inbound recruiting is the same as inbound marketing: driving traffic, building awareness, nurturing relationships, and converting your audience into top candidates applying to your jobs. The inbound marketing blueprint can also be used when it comes to recruiting top talent for the company. It requires you to engage candidates at every stage of the recruiting funnel from attracting, to nurturing, to converting, to closing, to retaining. It’s about building an ongoing conversation. It’s important to promote your employer brand, create shareable content, and build relationships.
What is a reference check? A reference check is a step some companies choose to complete at the final stage of an interview process. Hiring managers will ask a candidate, who they are considering extending an offer to, for a list of former employers/co-workers/managers who they have permission to contact. It’s another opportunity for a hiring manager to reach out to former employers to learn more about a candidate’s work experience, qualifications, and culture fit.
Wondering What Questions to Ask in Your Next Sales Job Interview? We’ve Got You Covered. You should always be prepared to ask questions in a job interview! Ask interview questions about the company, hiring manager, the culture, sales job responsibilities, and questions to close the interview. Don't focus on salary, benefits, or PTO as questions to ask right away.
Imagine you’ve been working on a significant opportunity for several months. You’ve invested long hours with all of the key players and it’s almost time to go to contract. The final step is a simple “show-n-tell” presentation that you need to deliver to the executive committee. All you need is their nod and you’re off to the bank to deposit the commission check.