Have you ever been amazed by some salesperson’s skills? In this Expert Insight Interview, Jackie Rainforth discusses how to become a sales superstar. Jackie Rainforth is a President of Rainmakers Business Solutions, an award-winning sales expert, speaker, trainer and author, and Tec Canada presenter.
The interview discusses:
- Being attentive to details
- Service as a differentiation strategy
- Back to basics
Attention to Details
What separates sales superstars from ordinary salespeople is that superstars do the things that others fail to do. To be a sales superstar, we have to pay very close attention to details because customers notice and pick up on those little things right away. A good example is a follow-up. Sending a thank you card or following up to see how everything is, goes a long way with the clients. The sales department represents the pilar in between the company and the products and services the company offers. Thus, salespeople are the ones who need to make the whole buying experience as pleasant and smooth as possible for the clients.
Once the sale is closed, many salespeople like to transfer clients to customer services. However, customers do not like explaining their situation again to another person. In that case, salespeople could simplify the experience for the customer by filling in the person from the other apartment in the story instead. The point is to make a whole customer experience simple. Many companies do not understand how difficult it is for their clients to do business with them. The way of doing business has shifted, and people expect nothing but excellent service. Nowadays, it is hard to be differentiative regarding products or services offered, so the best option for the company to differentiate itself is to excel in customer experience. We can gain many insights into the quality of service and how we can improve simply by asking our customers.
Move from Survive to Thrive
There is no secret to success in sales. Everything falls to going back to the basics. For instance, when talking to the clients, it is a must to take notes. Closing a sale can take up to months, and it is impossible to remember all the things client said or asked for without writing it down. Another thing is asking for a referral. People assume that leaving a good impression on a client will bring them referrals, but actually asking for a referral is more productive. Also, thinking outside the box to stand out in front of the clients, being flexible, and being able to adapt to different situations as going digital during the pandemic are significant factors in achieving success.
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.