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He or she will always look for ways to be better. Take me through the process you took to achieve that goal. You can learn a lot from that question—why was this goal a stretch? Did the candidate have a disciplined process in achieving it? What did he or she learn from the experience? What is he or she up for now? I once had a candidate tell me that her trip to Europe was her stretch goal. It may not seem like a stretch to some, but it was the fact she worked two jobs in college to save enough money while playing a varsity sport to keep her scholarship and earning academic honors that impressed me.
Sales Is Not Easy - And Neither Is Finding Good Salespeople
She detailed how much she saved, what a typical day was like, and the hurdles she encountered along the way. While she could have mentioned all of the other accolades she received from sports and education , this story encapsulated all of them! You can also learn a lot about people personally from this question. They have to be competitive.
The research they did on their own tells me if they are a self-starter and if they know how to go above and beyond. If they approach interview as thoughtfully as they would a sales meeting? Eagerness to learn typically parallels eagerness to grow. Here at The Muse, every sales candidate goes through a trial run of a sale, selling the service as if they were a Muse seller. After this exercise, I ask them how they think they did, which shows me how self-aware they are. I then give them my feedback, a assessment two things I think they did well, and one area for improvement.
If so? How do you sniff this out? HubSpot Sales helps with this issue, letting salespeople know when and how often a prospect opened an email. With this information, they can follow up at the optimal time. These sales reps understand the unique pain points their prospect are facing and can explain why their product is a good fit. Want to improve your objection handling? Identify the salesperson who's best at it within your company and ask if you can shadow a few of their calls.
Learning from your peers is a great way to get better at your job while building strong relationships with your coworkers. Excellent small talk is a learned skill -- and one that's crucial to salespeople's success. Whether you're at housewarming party or a networking event, practice making other people feel at ease.
Notice what makes them open up, zone out, and laugh, and take what you learn back to the office. So much of sales pop culture glorifies the lone wolf in sales. But the best salespeople know it takes a village to build a career and a successful sales team. Help your colleagues, and know when to ask for help -- that's the key to a long, fulfilling sales career. Are you wasting too much time on deals that just aren't that into you? The days of telling customers anything to close are over. Don't promise a feature that doesn't exist yet, a price you can't deliver on, or a service your company can't do well.
This might earn you a close, but it won't keep their business, and you'll end up with bad reviews and poor word of mouth. Plus, new research shows honesty can actually help you lead a happier life.
Similarly, don't oversell your customer on services or features they don't need, just to bump up your number. You won't win every deal, and some buyers just won't like you. That's part of being in sales. And while it's important to be thoughtful about how you can improve, it's crucial to move on easily from rejection. Experts suggest viewing rejection as proof you're pushing the limits. So, examine why you weren't successful with your prospect, ask for outside opinions when appropriate, and move forward quickly and positively to bigger and better deals.
Successful salespeople know the easiest close often comes from a referral. Sales pro Marc Wayshack recommends asking for one introduction every day. The social proof is already there, initial outreach is direct, and sales cycles are often shorter. Once you've closed successful business, always ask for a referral and follow up quickly on those leads.
Salespeople experience more highs and lows in a single week than most professionals do in an entire month. Some days, you feel invincible. Other days, you wonder if you even belong in sales. The successful reps have learned to manage their emotions and stay somewhere in the middle. When things are going really well, and almost all of their deals are closing, they remind themselves not to get too cocky.
When business dies down, they tell themselves not to become demoralized: Sales will pick up soon if they keep chugging. In sales, activity is often correlated with results. The more emails you send, the more meetings you book. The more meetings you book, the more demos you set. The more demos you set, the more deals you close.
How to Find Really Good Salespeople
Following this line of thought, many salespeople end up working hour days every weekday and even putting in time on the weekends. Not only is this bad for your mental and physical health, it's also unproductive.
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Breaks are scientifically proven to boost memory, focus, and the quality of your ideas. If you're regularly burning the candle at both ends, you'll eventually burn out. And plus, how much are you actually getting done between and at night? That time would be better spent reading, talking to your friends or family, watching TV or playing video games, cooking, walking your dog -- basically, anything that gives your brain a break.
Think you can get away with five or six hours of sleep? Think again. According to the American Academy of Sleep Medicine, most adults need seven to eight hours of sleep per night. The most effective salespeople actually use their product and believe in its value. Every top salesperson has a burning reason for showing up to work every day and giving it their all.
Maybe they need to prove to themselves they can do well in sales. Instead, top reps touch base frequently with their customers to seek feedback and provide tactical suggestions. Dan Tyre, one of the best salespeople I know, is a relationship builder. As a salesperson, relationships are your capital. An effective salesperson prepares before a call. That means they do research on their prospect and gather all the information before a big customer meeting.
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