How do you define success as a salesperson? Truly successful salespeople know that monetary success only comes as a result of being great at what they do. But how do they become great?
If you’re just starting your journey as a sales rep, or working to improve, one of the first things to understand is that successful salespeople earn their customers’ trust FIRST, which in turn results in earning their customers’ business.
Here are seven traits of a successful salesperson and how the right CRM can help you develop those traits:
1. Be Optimistic Salespeople have to be mentally tough. If someone tells you “no,” try to understand why, then use that to help you in the future. Learn to find the positive in all situations. Believe you’re going to close the sale, even if the person on the other end of the line keeps telling you no!
How CRM can help: Look at the three most recent deals you closed and think about why they said yes. What are the takeaways or trends you found that could help you close the next deal?
2. Be empathetic. When you’re on the phone or sitting across from someone in a meeting, try putting yourself in his or her shoes and really understand the person’s needs and wants. Don’t assume you already know!
How CRM can help: Make notes on your customer account about your conversation and use these notes as a conversation topic the next time you call. This personal touch will go a long way in establishing trust and credibility.
3. Be Resilient. We all have hard days or times when we want to quit. When those days come, keep in mind the reasons you became a salesperson in the first place. Find what motivates you, and focus on that!
How CRM can help: Schedule “you time” on your CRM calendar. Try blocking out 30 minutes each morning or evening to read, write, take a walk... whatever motivates you!
4. Be Responsible. Being a successful salesperson means taking responsibility for your actions, for meeting your goals, and for things that go wrong. Instead of playing the "blame game," take responsibility, and you’ll quickly gain trust from your customer.
How CRM can help: If you forget to call a customer or miss an appointment, send an apology to your customer letting them know you recognize your mistake. Being transparent with your customer will build trust. Use your CRM to keep records of all interactions you have with a potential customer.
5. Be Curious. When you meet with a prospect, be curious and ask questions. Try selling by asking questions, instead of telling them what they need. Get into the habit of asking engaging questions: a good salesperson is a good interviewer!
How CRM can help: In your potential’s CRM record, create a custom text field where you can enter a list of questions that you plan on asking your potential customer. You can quickly update each question with the answer and use it as a reference for the next conversation you have with them.
6. Be Confident. Being confident isn't the same as being arrogant. Confidence is knowing what you’re selling and knowing you’re good at it. The more you know your prospect, your product and/or service, and yourself, the more confident you can be!
How CRM can help: Confidence starts with knowledge. Spend time preparing before you meet with a prospect. Then, enter this information into the potential’s CRM record, so you have it handy before going into a meeting.
7. Be Social. Social media is a fantastic way to have a touch point with potential customers, so use it to your advantage. If you do enough research before meeting a potential customer, you might even find something you have in common. This can be a great way to break the ice and keep the conversation flowing!
How CRM can help: Use your preferred social media platform as a way to interact in your industry, whether this means post blogs, reply to tweets, and/or sharing valuable articles through LinkedIn or Facebook. Integrate your social media accounts with your CRM so you can keep all of the interactions you have with your customer in one place.
What are your "must-have" traits in a salesperson?