What does it take to be a successful sales representative of Managed Print Services? When you dig beneath the surface, you’ll find many of the most successful sales reps share several traits that directly contribute to their success. Let’s look at a few.
1. They assume parity with clients – Don’t fall into the “customer is always right” trap. This is the realm of average salespeople. Data shows that top sales representatives view themselves as problem solvers on an equal footing with their customers. They are willing to respectfully challenge their customers to introduce new ways of thinking.
2. They’re comfortable talking about money – Your view of money often starts in the home where you were raised. If money was thought to be a precious or rare thing, this may manifest later in life as discomfort when talking about big numbers. People who look at money as a measure of value tend to do better in sales.
3. They show up prepared – This seems like common sense, but the fact is more than 70 percent of salespeople are not well prepared for sales calls and meetings. They lack research, pre-call planning, an agenda and a presentation geared towards the prospect. The best are always over-prepared.
4. They ask the right questions – Higher performing salespeople ask more questions (often more than twice as many) and their questions are focused more on intention and less on data. The dig into pain points and needs, rather than hard data. In other words, they want to know what something means rather than just what it is.
5. They are fastidious in their follow-up - Just like being prepared, this is another trait that seems like common sense, but is one of the most overlooked by underperformers. Quick and detailed follow up demonstrates to the prospect how you will handle their account once they select your service. The best sales representatives always cover the details!
Great salespeople are great because they consistently practice and exhibit these traits. They score over 50 percent in all of them across the board, not only scoring high in one or two of them, or failing in others. They rate more than halfway on everything! This is their core and the secret to their success. Beyond these traits they truly add value and excel in their other areas of personal strength.
By consistently practicing these skills you can improve your sales and increase your effectiveness. If you build a strong foundation, the rest will fall into place!