1. They TEACH DIFFERENTIATION
They subscribe to their prospects' marketing and take time to absorb and understand their markets. They spend time checking out newsletters, social media feeds, annual reports, press releases, and other forms of communication and using it to inform their knowledge about the prospect, their business, their challenges, and opportunities.
This allows them to teach differentiation based on their knowledge of the customer’s business and their unique perspective, using their ability for two-way dialogue during the sales interaction.
2. They have a superbly-articulated value proposition
This can be shared in just a few sentences and with no room for confusion or error. Compare this to more junior salespeople who may need prompts or presentations to be confident in messaging.
Moreover, they are able to tailor their messaging based on their strong sense of their customer’s economic and value drivers.
3. They sell clear outcomes and results
They always focus on benefits rather than features, with ready figures, statistics and examples in their heads which instantly prove relevance and value to prospects. Because of their research, they are able to contextualise these examples, so that they are as relevant to the prospect as possible.
7. solutions-focused when crafting proposals
Top performers will take the time to craft a unique client proposal, using different pricing based upon value proposition, this allows the prospect to choose the package, service level, and offer which best meets their needs and budget.
It also discourages prospects from doing the inevitable when receiving a single sales proposal and simply using it as a benchmark to seek out something cheaper.
8. They always remain professional.
Goes without saying right? Wrong!
Sales can be a challenging and emotional field and it's easy to become emotionally wrapped up in what you are doing and frustrated when things don't go to plan.
Top sellers recognise that there will be good and bad days and constantly seek to learn from their errors to improve their performance.
They have high EQ and are able to filter frustrations to ensure that they always remain professional.
9. They are always networking
OK pre-Covid it was easier to always be attending relevant industry events. Although there are challenges around logistics, travel restrictions, working from home etc, there are also opportunities.
In fact, it's never been easier to get 1-1 face to face time with prospects, because they too are working from home. This offers opportunities for early relationship building, creating trust and authority where prospects are looking for solutions to their problems.
You just have to be comfortable with Zoom!