Sales masters recognize that people purchase on an emotional basis. Product knowledge alone will not close sales; customer perception of value plays an essential role.
Sales masters know their own personality preferences and know how to work effectively with different personalities. They learn to listen with empathy and show genuine concern.
Communication
Master sales people know how to deliver messages that meet customer needs while adding value, while they understand that 55% of a sales conversation occurs nonverbally, with most information conveyed through tone of voice and body language.
QCSS Sales Mastery is a virtual training program that equips salespeople to learn and implement Sandler’s client-centric selling strategy to improve performance and success. Each session provides sales techniques, lessons, practice sessions, role plays and problem-solving activities as well as additional tools and support after each session is over.
A sales master acknowledges that their clients may have differing personalities, and strives to build relationships rather than argue with clients. A master understands they cannot please everyone, and are fine with some people rejecting them as customers.
Flexibility
Sales masters utilize flexibility to adjust their approach based on each individual customer’s needs. They take an interactive, consultative approach in building relationships and understanding that selling is about building long-term trusted partnerships rather than simply selling products and services.
Flexibility is also key when dealing with rejection and setbacks. Successful sales professionals recognize failure is part of the process and they quickly learn from any setbacks, setting aside any ego issues in order to move on quickly with life.
An enablement program that includes coaching, role plays, reinforcement plans and teach-backs will assist your team in honing flexible selling skills. Your sales managers should spend time with sellers prior, during, and after calls; flexibility is the key to combatting COVID-19 pandemic and becoming a sales master.
Trust
Trust is essential to sales mastery as it builds loyalty, collaboration, differentiation and long-term relationships with buyers who may be price-sensitive. In an environment like COVID-19 where buyers tend to be risk averse.
Sales masters understand that nonverbal communication is the cornerstone of building relationships with others and trust is built through interactions. They listen without judgment and remain open to learning new things; believing people want something that adds value to their lives while possessing much to learn themselves.
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Effortless Selling
Effective selling is achieved by understanding and communicating your product or service using their language and thoughts, creating strong rapport and creating a sense of affinity between yourself and the customer. Furthermore, this helps eliminate resistance or aversion, which are major roadblocks to sales.
Sales masters understand that buying decisions are driven primarily by emotional impulses or needs that must be satisfied in order to build customer trust. Therefore, their strategies must strive to meet these demands so they may win over customer trust and win sales.
They recognize the learning process of buyers, providing guidance as needed. Helping customers is more important than convincing them to buy; taking this approach allows for trust-building between all involved, assuring a truly win-win sale scenario for all parties involved.
Long-Term Relationships
Master sales people recognize they are dealing with human beings. Every customer has different paradigms, responses and personalities which should be respected when treating each customer with dignity and working toward win-win solutions without compromising core principles or values.
QCSS Sales Mastery equips your team with the sales skills and process that foster long-term client relationships. This program teaches how to use Sandler’s comprehensive selling system with its proven methodologies, powerful strategies and simple yet effective tools.
One of the best ways to foster sales mastery is with regular coaching cadences. Sales managers who devote at least 30 minutes per month coaching on specific topics see incredible results in terms of salesperson performance.