A great sales team is imperative to the success of any company.
So, how do you tell a good sales person from an average one? Here are the six key habits that each member of your sales team should have.
1.
Products And Services Awareness One of the many problems that sales managers have with their sales team is their lack of knowledge about their products and services.
Nowadays, the world of sales is a very fast and competitive one, which necessitates the sales person to truly understand their nature of the business.
Your sales professionals must understand your products.
They cannot promote products they don't know enough about? Make sure your sales team know the products and services your company is developing and read some information about them.
Understand the aggressive landscape of the competition and assess how your products and services can thwart the opponent.
Also, learn about the competitors and compare.
As part of a sales team, you have to do your share to in helping your team be knowledgeable.
The sales person who does his homework and studies the customers' needs will quickly adapt to the needs of the market and will be a more effective seller.
2.
Inquiring Ability Don't you hate those times when you are already at the comfort of your home, trying to relax, then all of a sudden, a salesperson calls and shatters your moment only to talk and talk? The person does not even ask a question and just continuously reads from a script and it makes you want to hang up the phone.
Being part of a good sales team, you have to learn to engage a client in a two-way conversation.
The most important task that a sales person should do during a conversation is to ask questions.
Questions will assist you in knowing useful information from the buyer.
You will know the buyer's budget, preference, period, etc.
These are the important things that you should ask because a buyer will not tell you this unless you ask for it.
Another important point in asking is to raise an open-ended question and not just the typical question that will give a yes or no answer.
By using open-ended questions, the client will be able to provide more substantial information.
3.
Understanding The Buyer's Needs Understanding the buyer's need is a very important sales task.
For you to even sell anything, you need to know first what the buyer is looking for; and for you to know that, you have to ask first then understand.
Figure out why they would want to buy your product and why they should buy them now.
4.
Aptitude To Create Rapport Good relations is necessary for every great sales team.
Establishing rapport is imperative to build the trust of your client.
People will not buy anything from you unless they trust you and they trust that what you are saying is true.
If you can establish a good relationship then, surely, you can do long-term business with them.
5.
Ability To Withstand The Challenges Of Sales Sales is an unstable process; it is very volatile.
Today may be very favorable but the next day might seem too gloomy.
Each day is a different day -- a new challenge and a new adventure are waiting for you to take on.
As a sales person, you have to be flexible; you need to learn to adapt to the ever-changing atmosphere of the sales industry.
6.
Truthful and Passionate Above all else, a good sales person loves what he is doing; because if he does not then there is no point in continuing.
If a sales person does not like what he is selling, then his clients will definitely see right through it and will ask "Why would I buy something from him if he is not even passionate about what he is doing?" When you love what you do, your aura will also say so.
You will show vibrance and enthusiasm, which what most of the clients want to see in a sales person.
These are just six of the many habits that a good sales team or sales person should have.
As a sales manager, you should also see to it that you supervise your people thoroughly and also become a part of a great sales team.