Any business, whether
established or start-up has only one goal: to increase sales and that too at a
faster pace. Business establishments invest quite a large amount of money every
year in hiring and training the sales teams. Few team members shine and others
fade away.
Though there are excellent
sales training, coaching sessions and books available, still it is not enough
for some one to become a top notch sales professional.
Sales starts with leads and
larger the pipeline, better is the opportunity for qualifying a suspect as a
prospect. Here the key lies with qualification. More insight the sales person
has on the market, customers’ needs as to why they should buy and how they
should buy and who are the decision makers; more equipped he/she is to qualify
the leads.
In today’s connected and
digital world, prospects are always better informed about the products and
services. That demands the sales person to be equipped with more knowledge on
the products and services, future roadmap and competitors. The sales person,
who strives to stay ahead through gaining more and more knowledge, deserves
prospect’s trust and respect. At the end of the day, people buy from the people
whom they trust and respect.
And the last one is to be
responsive in following up till closure. Responsive sales person always has a
fast mover advantage, thus gaining prospect’s mind-share.
Top-notch sales persons
have a common denominator: they have an attitude to excel through self-motivation
and they steal those extra hours from their own time schedule investing in
self-improvement. And that is the winning attitude.
