Common Elements Shared By Great Salespeople - Part 3

Is in constant search of competitor data. A great salesperson knows the competition. They understand competitors’ advantages and disadvantages over their own company. They know their prices and procedures. They’ve seen marketing and selling materials used by the competitors.

Answers typical buyer objections before they arise. I know you’ve heard this before. Great talents always anticipate the objections that might be coming from a buyer and answer them before they are asked. Often it is placed in the context of, “Last week a client pointed out to us that (give the objection), but after a little thought they decided that (give your answer).”

Is always honest in their approach to selling. Honesty is the cornerstone of all sales. Don’t confuse honesty with telling sales stories like “that date is really busy” that build urgency. We mean that honesty while making the deal is extremely important.

In theory, is ready to sell 24 hours a day! You never know when a buyer is going to be around, so always have a card and a smile ready to go! I know a caterer who sold an event to a policeman who had pulled him over for speeding!

Isn’t afraid of making mistakes. Mistakes result because of either lack of preparation or taking a chance. Great sales talents always are ready to risk it all if they think that’s what’s needed to get the buyer into action. These talents are not afraid to get out on a ledge and take some risks to make a sale happen today instead of tomorrow.