The seven habits of successful salespeople
Habits are the result of an individual repeatedly applying a learnt skill successfully and to such an extent that the use of that skill becomes habitual. The point at which a skill is exhibited without consciously thinking about it is what is known as - a habit.
A straightforward example is tying our neckties. At an early stage of our professional careers, most of us were encouraged to wear a neck tie hence the need to learn to tie different types of knots for ourselves.
We learned the new knowledge of how to extend, cross the wide end over the narrow ends, and fold in order to make a knot. In my case, I recall the first time I had to wear a necktie; it was done for me by a friend. After wearing the tie, I made sure I hanged it without unknotting it. I thought to myself - "If I could do that, I wouldn't have to get my friend to tie my neckties for me anytime I needed to wear one to work" – I saw an application for this ability and I practised tying my neckties.
After a number of attempts, I developed my skill at tying a necktie. In the end, I became so proficient at it, and had done it so many times that I could tie my necktie without even thinking about it, it became a habit. The result is that with the least consciousness and without
Really looking, I’m able to tie a necktie.
In the same way, the skills we now take pleasure in have become habits.
Here are seven important "habits" that are demonstrated by the most successful sales people to assist sales organisations achieve and exceed revenue goals:
Habit 1: Setting goals
Highly successful sales people are goal-oriented. They identify what they want to achieve through SMART objectives and plan, working their way daily, weekly, monthly and quarterly. They have measurable goals for each visit to a prospect or customer. They re-set their goals once they have been achieved to ensure that they are ahead. By contrast, average sales people work without goals.
Habit 2: Listening carefully and asking questions
Average salespeople exhibit poor habits listening to and asking questions of their prospects and customers. On the other hand, successful salespeople have acquired the habit of listening actively to their prospects/customers’ fears, concerns, pains and needs in order to be able to help them. They also ask good questions with the view to uncover their needs and wants, and thereby match the appropriate products to the pre-determined needs.
Habit 3: Continuous learning and skills development
Highly successful salespeople have the habit of investing their time and money in learning new skills, as well as acquiring other knowledge which will keep them at their competitive edge.
They are the first to enroll or be present at training sessions and pay attention during the process. They invest their own money in buying self-development books, enroll in seminars, Webinars and most importantly, use their free time to catch up with new stuff. Lastly, they have the habit of going back to learn the basic principles of selling.
Habit 4: Prospecting
As they say “prospecting is the life blood of every business.” Just like how a person dies when the veins supplying blood to heart dries up because there’s no blood pumping, in a similar way, businesses die when salespeople fail to feed the sales pipeline with leads and prospects. Highly successful salespeople understand this concept and have acquired the habit of allocating a substantial amount of their time prospecting for new business. The question is, how much time do you allocate on a weekly basis for prospecting? If you can’t confidently answer this question, then you haven’t acquired the habit of prospecting.
Habit 5: Persistence
Recent studies say that prospects buy from salespeople after five ‘nos’, but the majority of salespeople 44 per cent quit contacting that prospect after three ‘nos’. Highly successful salespeople understand and have formed the habit of persistence. They are diligent and work out strategies to continue pursuing the opportunity and never give up.
Habit 6: Selling on value not price
Highly successful salespeople don’t sell on price because they appreciate that their organisation’s survival depends on not diluting their brand reputation by dropping price, and secondly that margins are important for profitability. They have acquired the habit of selling on value instead of discounting prices just to get the sales.
Habit 7: Follow up
Highly successful salespeople have formed the habit of following-up on proposals sent to prospects, as well as when they become customers. They’re proactive in their follow-ups and don’t wait for that CALL which never comes. Sadly, waiting for a customer to call you is a recipe for disaster, a ‘crime’ typically committed by average salespeople. Another area is after closing the sale. Successful salespeople see existing customers as a regular source of business, as well as sources of referral opportunities, and therefore have formed the habit of providing follow-ups with them.
Conclusion
In conclusion here is a quote about habits from the book “The Greatest Salesman in the World” by Og Mandino: “In truth, the only difference between those who have failed and those who have succeeded lies in the difference in their habits. Good habits are the key to all success. Bad habits are the unlocked door to failure.”
Therefore in order for a salesperson like you to enjoy the full benefits of a rewarding and successful career, it is imperative to manage your KASH – knowledge, attitude, skill and habits.