Sales Tip #587 From The Sales Doctor
7 Winning Attributes of Top-Performing Salespeople: Part 1
Last month, I shared with you the top 10 reasons salespeople fail.
This research that was conducted by ValueSelling Associates and Selling Power uncovers the mindsets, attributes, and behaviors of top-performing salespeople.
1. Communicating Value
Top sales performers take a value-based selling approach that focuses on helping prospects understand the value gained from the product or service and through each interaction during the sales process.
They are skilled at artfully quantifying the high-level value proposition for each prospective customer, drilling down from the generic promise, and tying it to the buyer’s unique challenges and priorities.
High performers also recognize that conversations rooted in metrics, objectives, and goals help them identify where their value proposition creates real business impact for the buyer.
2. Asking Questions and Actively Listening
Sales leaders report that their best salespeople ask relevant, targeted questions throughout every sales conversation to gain a deeper understanding of the customer’s point of view.
Active listening is another critical skill that top performers possess. After asking questions, they engage with verbal and nonverbal cues (i.e., facial expressions and seating position), as well as confirm and clarify what they’ve heard.
3. Practicing Empathy
Top performers know how to strike a balance between empathy and ego. They establish a clear need for their product or service by understanding the buyer’s needs, and they do it without arrogance.
The opposite of an empathetic top performer is someone who is focused only on pitching and demonstrating their product or solution, regardless of the prospect’s situation.
