Becoming a salesperson like Jordan Belfort (Wolf of Wall Street) isn’t easy. But with the right tools and strategies, you can at least reach closer.
Sales is one of the most important departments of every business. Therefore, companies need the best people in the department that are willing to go the extra mile.
However, more often than not, most salespeople follow the same strategies, never doing anything spectacular. If you’re not one of them and want to outdo the best sales reps in your organization, then this article is for you.
In this article, we will talk about some basic and pro tips for new salespeople to help you become the next sales superstar in your organization. Let’s get started!
Basics for New Salespeople
In this section, we will cover the most basic yet important tips for salespeople.
1. Sell Benefits, Not Features
As a sales rep, the biggest mistake you could make is focusing on how great your product or service is. The customer usually doesn’t care if the product won an award or is used by thousands of people.
What they care about is:
- How will the product benefit them?
- What makes the product worth their money?
Therefore, focus on what the product does for the customer. Highlight the benefits of your product that are relevant to them.
2. Sell to the people who are more likely to buy
When you are new to the field, rejections could take a toll on your performance. Therefore, it is advisable to sell to people who are more likely to purchase. To do that, you can leverage lead scoring that helps find cold and warm leads.
3. Don’t Forget to Follow Up
80% of sales require at least five follow-ups after the initial contact. However, 45% of salespeople give up after one while only 8% follow up more than five times.
Even if the customer doesn’t seem interested in the first contact, make sure to follow up a few times.
Pro Tips for New Salespeople
Now that you know the basics, let’s look at some advanced strategies to help you become a better salesperson.
1. Understand the Ins and Outs of the Product and Market
Above all else, you cannot be a sales superstar if you don’t have complete knowledge of your product and the market. You need to know how the product works, what challenges it solves, and what it doesn’t.
This will help you better answer prospect questions in real-time and make them feel confident.
Imagine a customer asking you, “Hey, actually, I’m looking for something that can solve this problem. Can your product do this?” and you say, “I will get back to you in a few minutes.”
Does this sound confident? No, right!
Therefore, unless you know the ins and outs of your product and the market (your prospects’ challenges and pain points), it will be difficult to convert them.
2. Don’t Ignore Your CRM
CRM (Customer Relationship Management) provides you deep insights into your leads, including if they’ve tried your product and their previous interactions. When integrated with the marketing tool, you can even get insights on what blog posts they’ve read, the pages they visited, and the emails they opened.
These details will help you better understand their pain points and what they’re interested in. You can then personalize your sales strategies accordingly to increase the chances of conversion.
3. People Buy from People They Trust
Prospects are highly likely to convert if they trust you. However, building trust can be difficult when you’re trying to sell your product.
Therefore, you need to take a different approach to foster the relationship and build trust with prospects. And, the best way is education.
Use every piece of content you have (blogs, premium articles, webinars, or other content) to educate prospects about what you have to offer. You can even consider offering a live demo or free trial to show how your product can solve their pain points.
However, make sure to personalize your educational outreach to increase your chances of getting results.
4. Decide on an Action before Ending that Meeting
As we’ve mentioned before, it takes multiple follow-ups to convert a prospect. So, when you leave your meeting with them, let them know about the next steps right then and there.
For instance, if you end your meetings with something like, “I will follow up with you next week,” change it to something like, “let’s catch up on the afternoon of the 10th at 1 p.m.”
This will reduce the number of prospects ghosting you and significantly increase conversion rates. However, don’t forget to send a reminder email about the upcoming meeting.
5. Make your Marketing Team your Best Friend
When marketing and sales teams are aligned, businesses see a significant increase in the number of deals closed.
Here are some of the insights that you can gather from the marketing team:
- Which campaigns drive the most high-quality leads (it highlights what they’re interested in)?
- Which webinar did they attend?
- What kind of emails do they respond to the most?
- What objections or questions do prospects have when they first interact with the marketing campaigns/materials?
Aligning marketing and sales can help personalize the customer experience and meet their expectations better. And when that happens, you have a high likelihood of converting them.
3 Best Sales Tools to Help You Become the Next Sales Superstar
Now that we’ve covered the tips, here are three tools that can make your work easier.
1. iTeleCenter (Business Phone System)
iTeleCenter is a business phone system that can make you appear more professional and enhance your company image. In addition, you can choose a local number in the countries you operate in to build rapport with prospects and increase your chance of conversions.
With iTeleCenter, you can make calls using your smartphone without compromising your privacy. You can even send texts to customers (great for reminding them about the next meeting) using the Android app or computer.
The call recording feature is great for sales reps as it helps understand how the call went, where you went wrong, and what enticed the prospect to convert.
Since iTeleCenter routes your calls via the internet, your phone bills won’t hurt your pocket, even if you make international calls.
2. SalesIntel (Sales Intelligence and Prospecting)
SalesIntel is a sales prospecting tool that helps you find your ideal customers and their contact details. It reverifies its data every 90 days to ensure you get accurate information.
You can even request SalesIntel to find contact information for the accounts or businesses you want to reach.
SalesIntel also lets you check who’s showing buying intent, enabling you to reach out to the right decision-maker at the right time. In addition, you can integrate it with your CRM to sync data automatically and accelerate sales.
3. XANT (Sales Engagement)
XANT is a sales engagement and automation platform that helps close deals faster. It allows you to automate repetitive and administrative tasks, such as data entry, opportunity engagement, enrollment, activity triggers, and more.
It also provides deep insights into the customer’s buying process. For instance, you can check how likely the prospect is to answer calls, open emails, and engage. This will help you optimize your sales strategy to increase the likelihood of conversion.
Conclusion
Becoming a sales superstar requires the right combination of tools and strategies. Make sure to follow both the basic and advanced tips to get the most out of your efforts. Also, optimize your tactics based on what’s working and what’s not. Happy Selling!
