Have you ever heard of people’s sales DNA? In this Expert Insight Interview, Steve Heroux discusses effective selling. Steve Heroux is a CEO and founder of Victory Selling, author, and sales mentor.
The interview discusses:
- Being empathetic
- Giving the moment of silence
- Being honest and straightforward
To improve our sales skills, we first need to identify our weaknesses. There are sales DNA tests that can help us to find out which things subconsciously prevent us from making a sale. Ego, the need to be liked, and uncomfortableness in discussing money are some of the major things that prevent salespeople to be more successful. Similar to the need to be liked, is another sales metric called sales posturing. It consists of good and bad sales empathy. People with good sales empathy are patient, they show genuine empathy towards another human, and are willing to stay in touch with the client. People with bad sales empathy are not asking the right questions, have no genuine empathy for the client, and have no intent to stay in touch with the client. However, the point is that if clients see that you genuinely care about their well-being, they are more prone to come back to you.
Embrace the Silence
Another important thing in the sales world is the person’s ability to handle rejection. Naturally, when we get a rejection, we pushback by trying to give more information. What we need to do instead is to take a pause and to acknowledge what we just heard. That way, we show to our clients that we are listening, comprehending, understanding, and answering to them based on what they just spoke to us. By giving a moment of silence to each other to be able to think about what we just heard, we show respect to what other people speak. Also, the key is to let the clients talk more. And we can achieve that by asking better questions. The tone of conversation should be direct and assertive, but by no means pushy.
Speak the Truth
You know that you are doing a good job when your clients are the ones who want to move things to the next level. But, sometimes happens that clients go straight to the price and payment talk without the sales presentation, and that is where many salespeople get stuck and confused about how to continue. If the client wants to know the price without extra talk, simply tell him the price. If something is expensive, saying the price upfront gives the client the time to qualify and to decide whether he wants to proceed with the sale or not. People will respect you more like a salesperson and be willing to work with you more if you show them your honesty and integrity.
John is the Amazon bestselling author of Winning the Battle for Sales: Lessons on Closing Every Deal from the World’s Greatest Military Victories and Social Upheaval: How to Win at Social Selling. A globally acknowledged Sales & Marketing thought leader, speaker, and strategist. He is CSMO at Pipeliner CRM. In his spare time, John is an avid Martial Artist.