Episode 271: 5 Sales Tips You Can Share With a New Salesperson

by | May 2, 2018

Hiring new salespeople means giving advice, and while there is plenty of good advice out there, what are the most important? So, today that is exactly what we’re going to do, give you the “important”. This isn’t just the basic cut and dry advice that most people hear when hired for their first sales job, instead, this is a focus on the things that hold the most tactical value to the salesperson.

 

What we’re going to cover:

  • Chase the right business
  • Always be listening
  • Always be helping
  • Stop talking
  • Closing takes work

Chase the right business

Chasing your tail

If your new rep has been through your onboarding and training, and they are in the process of transitioning into your company, most likely they have a lot of questions because there are lots of things they just don’t know. One of the most important things you can do to help them hit the ground running is to help them understand that they need to chase the right business and not chase your tail on a deal because they want to “win it”.

The forest through the trees

Back when I was a VP of sales we had a rep that we had just moved into a new territory and he had a deal he refused to let go of. At the time it just wasn’t the right deal for us, but for him, it was all about winning. “No one is going to take this from me; the competition isn’t going to beat me.”

But think about it this way: If there was a ladder laying on the ground and a wall that he needs to go over, but he takes the ladder and hits the wall with it instead of using it to climb over the wall, he isn’t seeing the forest through the trees. He’s chasing his tail for a deal that quite frankly, isn’t a good deal.

 

Wrong leads

Now, your reps may come back to you with the age-old question: How do I know it’s a bad lead? That’s where you come in as their manager and tell them they have to trust you when you talk to them. If you find out all the information, you’re working opportunities together, and I tell you it’s a bad lead, you need to trust me on this.

 

Sometimes there are impossible leads

When you learn how to chase the right business and get rid of the impossible leads, the ones with bad intel, or the wrong leads, you can then narrow your focus down to the real opportunities to bring in your business. That’s when you find your pipeline getting bigger and stronger, your percentage rates going up, closing more business, and income increasing. So, chase the right business.

 

Always be listening

Listening takes work

Have you ever met someone who just doesn’t listen? You ask them a question and they answer with something completely different? If you don’t you’re lucky but we all run into these people at some point in our lives, whether it be business or personal. Because at the end of the day listening isn’t always easy, it takes work.

 

Good listening = good questions

If you’re a good listener you’ll provide good questions because that’s the equivalent. Good listening means good questions. How can you process it if you don’t understand it and create clarity? By truly listening you will be able to ask the proper questions that will help clear up any confusion you may have surrounding the conversation. In a successful sales call, these questions will get your prospect talking more than you are, which is exactly what you want.

 

Tell you all you need to know

You’ve heard me say this before but if you listen, really listen, and you ask good questions, your prospect will tell you everything you need to know. but if you just keep overtalking it becomes a stream of consciousness and you’re just firing out questions left and right, without any kind of order or thought to it. You’re not hearing what you’re saying or what they’re saying back, and suddenly you’re onto the next question without any clarity from the question before.

 

Sign of respect

Have you ever had somebody say I just I just told you that? It’s a sign of disrespect when you don’t properly listen. If you talk too much you confuse people and when they find out you’re not properly listening it’s never a good thing.

Once you start honing your listening skills and focusing on them, what happens? Your relationships, both business and personal, improve.

 

Always be helping

Not about features

More often than not sales reps are selling features. Why? Because there’s a product focus when you get your training. You’re trying to convice somebody to buy what you have and why they need it. So, you get into features, which leads you to price discussion, which leads you to discount, but that should never be your goal.

 

Solution to the problem

Instead, you should be focusing on helping them solve their problem; that’s worth more in dollars than features. Which in turn takes you out of the discount game. Show them why your solution is going to help them solve their problem. And if it can’t tell them why and point them in the right direction.

You want to narrow down your discussion to how you’re going to help them solve their problem, and asking the right questions to help them solve that problem.

Helping them solve the problem

So, it’s not about features, it has never been. It’s about helping people get the answer and what that’s worth to you as a sales rep. It’s worth more than just dumping features on them.

People buy from people they like. And you know they’re going to respect you more if you’re truly focused on solving their problem, you understand their business, you ask questions, and you provide solutions.

Stop talking

Part of listening

Part of listening is knowing when to stop talking. For example, there are reps that say let’s move forward, but keep talking. Then all of the sudden the customer begins to doubt themselves.

 

Stop when you get the deal

If people have a real interest in something and they seem like they’re ready to buy, stop talking. Don’t overwhelm them or try to win them over, if they already said yes they don’t need any more convincing.

 

Don’t oversell your product

If your product solves fifty problems and they only need to solve three, why do you need to talk about the other forty-seven? You don’t. When you oversell your product it seems like you’re over eager and people back off of that.

So it’s very simple, once they’re convinced, stop talking. Don’t oversell your product, and stick closely to helping them solve their problem, and always be helping, that means less talking.

 

Closing takes work

Carefully crafted questions

When closing the first thing you need to do is carefully craft your questions so you keep it moving. For example, if they say maybe we can do this next week and talk about maybe signing this deal, make your response direct. “Come with me Wednesday afternoon.” And if they say no? You’re going to get a sense of what kind of urgency they have.

 

Create a sense of urgency

Understand that if you do everything right, yes, it makes closing easier, but it takes work to close and don’t ever forget to create a sense of urgency, that sometimes people need a nudge to make decisions.

 

Not too pushy

We all have people in our lives that can not make decisions. While that can be frustrating, providing people with an immeasurable amount of time and choices will only frustrate them. If you come across as pushy or desperate they’re going to take everything you recommend as false because they will assume you’re willing to say anything to get them to sign the deal.

So, like I said before you have to create that sense of urgency in a direct way, but without being pushy. “We only have an hour lunch meeting today before I have to get going, let’s get right to business.”

 

Keep Filling The Funnel

We would love to hear from you. Let us know what you think about this episode. Please feel free to reach out to us if there is a specific sales topic you would like me to cover.  You can find me on Twitter at @Sheajohnr or email me at jshea@alignment-group.com.  And if you get a chance, please feel free to review us on iTunes.

 

 

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