The best sales people are disciplined; they have developed sales habits that have made them successful. Think about your top sales people: they stick to their prospecting schedule, they’re consistent in their follow up, and they have clearly defined goals.
But what happens when you ask your non-sales people to practice some of the same habits?
I suspect you know the answer. Your customers are happier, they refer you more new customers, and your business grows faster while reducing your costs of acquisition. That’s a pretty solid recipe for sales success.
What are the 5 habits that create sales success?
Make it about them.
Turn yourself off. You can’t come to the table with your own agenda, or your own preconceived ideas. Before someone makes a decision to purchase (again or for the first time) they need to know, like and trust you. This is all about the person you’re talking to. Focus on their needs and goals, and how you can build the relationship. (See why this works so well for your non-sales people that already have a relationship established?)
Ask more questions.
Have you asked the right questions? Do you really understand what this person is telling you about their needs? Do they? How can you help them now and in the future? Do you know how a purchase decision will be made? This is the sales habit that builds relationships with existing customers too.
When you ask those questions, really listen. Listen harder, better and more deeply than you ever have before. Listen for insight. Listen for understanding. Listen for the things your customer isn’t saying. And most importantly, listen because people really just want to be heard. Not just a sales habit, but a life habit!
Know what you want to achieve.
Focus on one action (ie.: read an attachment, click a link, set up a meeting, etc.) for each marketing and sales touch point. People don’t naturally know what you want them to do; help them out by adding a call to action. Even if you’re not asking for a sale, guide prospects toward a defined end goal and always strive to keep them engaged in you and your business.
Follow Up, Follow Up, Follow Up
Before, during and after a sale. This is where too many businesses leave money on the table - it’s not usually enough to follow up once. Follow up as many times as needed to get the result you need or to hear a solid ‘no’. Suddenly your customer service program becomes a sales program.
So much of any success comes from having good habits consistently applied, but when you’re talking about sales success, it’s all about the habits. Why not double the impact by having your non-sales team practice them too?