Sales mastery requires intentional practice, continuous learning and ongoing coaching. Implementing a coach-driven process, role plays and reinforcement with measurable metrics will assist your team in attaining sales mastery.
Sales masters understand that people buy more from sellers than products alone. By listening with empathy and communicating in their language, sales masters create win-win scenarios with customers.
Communication
Sales masters possess an exceptional level of communication and listen with empathy to their customers, connecting with them to identify their needs and understanding that different personality types may prefer different forms of learning.
As with a medical specialist, they take time to understand their client’s pain points; how it impacts emotionally and logically – before prescribing a solution.
QCSS’ Sales Mastery programme offers tailored business-to-business sales training that can help you attain sales mastery. We can assist in qualifying leads and making sure your team spends most of its time pursuing profitable deals.
Many sales people waste a great deal of their time meeting with potential clients who will ultimately not become clients, which squanders time and success in equal measures. You can avoid this wasteful practice by qualifying your prospects and meeting with only those suitable, at appropriate times and places.
Emotional Needs
Emotional needs often get forgotten in sales mastery. Though emotional needs may seem subjective and personal, they should never be compromised since unmet emotional needs lead to an imbalanced state which affects performance negatively.
Example: Someone that is hungry may become hostile and short-tempered due to being unable to think clearly due to hunger affecting their ability to think straight – their core emotional needs having not been fulfilled.
Sales masters recognize that emotions play a crucial role in purchasing decisions. They know how to create value, address buyers’ pain points and develop collaborative, productive relationships that eliminate power struggles and control battles associated with ego-based conflicts and foster teamwork and shared commitment among partners.
Personality Types
Knowing personality types is crucial to salespeople’s success, as the best salespeople intuitively and rationally understand both their own personality preferences, as well as those of others. Furthermore, they know no single personality type is superior; thus they adapt their selling processes when working with people from various personalities.
People with an ESTP personality type tend to be determined individuals who excel at quickly and effectively solving problems quickly and effectively. They enjoy taking on new challenges in work, leading them to be associated with both Dynamo and Entrepreneur archetypes.
ISTJs are intellectual individuals with an insatiable thirst for knowledge. While generally reserved, when faced with a problem or crisis they’re quick to jump in with creative solutions in search of a resolution. Though often misunderstood by others, any true sales master knows that respect should transcend personality traits.
Adaptability
Sales masters must be adaptable in their approach and tactics in order to remain agile in response to changes in their environment, products or customers. Their nimbleness enables them to quickly adjust their approaches in order to better satisfy buyer needs and increase revenue.
Sales Masters possess the ability to step back from their personal situation and make objective decisions based on value for their customer. While price may play a part, Sales Masters understand that paying too little may harm more than it benefits.
If you want to ensure the maximum adaptability for your sales team, implement coaching, role plays, and a reinforcement plan featuring teach-backs. This ensures your salespeople understand and remember the concepts being presented; eventually this becomes automatic behavior that helps your salespeople thrive in new environments. For added support for sellers working on developing new skills quickly without taking away from important projects that can benefit the business, Popl Teams could provide invaluable assistance.