I love lists as much as the next person. A while ago, I decided to list what I thought a great salesperson did. The things that separate a true pro from the rest.
Not a list of attributes or personal characteristics. Instead, I was interested in activities or steps.
I tried to keep it as short as possible. I came up with eight things.
- Ask permission. Don’t be super-ok.
- Be curious about the buyer. Ask why, why, why? Pay attention to the answers.
- Let the buyer do the work. Whoever is talking is out of control.
- Wait until you have a complete picture before you launch.
- Not everything is essential. Help the buyer organize their priorities.
- Add value by offering unique insights, ideas, and prescriptions that move your buyer from problem to solution.
- Stop pushing forward if the buyer pushes back. The actual conversation is about to begin.
- Don’t leave without a covenant . . . you do something, I’ll do something, and together we’ll get you to your promised land.
Do more of these things more often and I think you’ll enjoy more success selling.