How To Achieve Sales Excellence
No matter what industry you’re in or how long you’ve been in sales; we all go through sales slumps from time to time.
The fact that you’re reading this article is a good sign, because it demonstrates that you wanting to achieve sales excellence, and are interested in your personal development.
Here are some quick and basic guidance to help you achieve sales excellence.
How To Achieve Sales Excellence
How To Achieve Sales Excellence #1 – Outcomes
The first thing you need to do in order to make sales quota and achieve sales excellence, is to get clear on what it is you actually want and need to achieve.
These are personal goals, knowing your metrics and KPI’s, and getting clear on a marketing and sales strategy.
Below are two articles that dive into the sales and marketing strategy to help you do this.
Related article: Marketing Strategy 101 – What You Need To Know
Related article: Sales Targeting Strategy – Your Complete Guide
Tip #2 – Use A Proven Sales Process
Are you winging it with your sales, or are you going into each conversation with a step by step system to ensure you have a higher chance of winning?
Many sales professionals and business owners suffer at selling, because they use a technique or strategy one day; and use something completely different another day.
A sales process is important, because it gives both you and your prospect certainty, and it guides you on exactly what to follow to help you win more sales.
Below is a related article to help you learn how to do this.
If you want to learn how to achieve sales excellence, it’s absolutely critical that you follow a proven sales process.
Related article: The Sales Process – A Step By Step Guide
How To Achieve Sales Excellence #3 – Listen, Listen & Listen
The difference between Salespeople who remain mediocre and those who achieve sales excellence; is their ability to listen carefully and ask excellent open-ended questions to learn more about their prospects pain, desires, and ideal outcomes.
The aim of a good sales process and by asking great open-ended questions, is to guide the prospect to sell themselves on why they need a solution to their problem, versus you doing all the hard work of trying to sell them on your service.
Asking questions that keep your prospect speaking for majority of the time, allows you to control the conversation and sales process, and demonstrates to your prospect that you are showing empathy and truly care.
Related article: 10 X Powerful Sales Discovery Questions To Add To Your Toolkit
Tip #4 – Don’t Present Too Soon
One of the common errors made my salespeople and business owners that holds them back from achieving sales excellence, is that they present their product or service too soon without knowing if they can do the following:
- Is the prospect qualified?
- Are they speaking with the decision maker?
- Do you know their pain; or their desires?
- What will it mean when they own the solution?
Unless you have the answers to these questions, you can’t present your product or service because you don’t know if you can in fact help them at this time.
In this article on Entrepreneur, we’ve outlined the dangers of “Premature Presentation”, and how it can hurt your sales performance. If you want to learn how to achieve sales excellence when presenting, make sure to read the article.
How To Achieve Sales Excellence #5 – Up Skill Yourself
If a Doctor did their last medical training 20 years ago and hadn’t done any up skilled training, we’d be concerned about being their patient.
Likewise, if they were a Lawyer or any other Professional.
If you want to be a Sales Professional, you need to put time aside to invest in your sales training, so that you can be up to date on what’s working now, and improve your sales process.
Achieving sales excellence isn’t something out of reach.
The easiest way to do so, is by following a proven method that’s already helping other people achieve the same.
If you’re committed to closing more clients consistently, click the link directly below to learn about our affordable self-paced online sales training program.
Our online sales course – The 5% Sales Blueprint