The Best Habits For a Sales Person

Samuel Striker Sales Habits

Flickr CC via Tom Leuntjens Photography

A sales leader and expert, Samuel Striker leads a team of salespeople to success.

Our brains are set up in a way that makes us creatures of habit.  Habits guide much of how we engage the world and often without us even being consciously aware of them. But while habits can be dangerous they can also be used to propel yourself to greater heights in sales, if you form the right ones.

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Which habits should you work at?  Here are some of the best habits for sales professionals:

1. Active Listening

The best sales people know how to engage a potential customer without even saying anything.  They make strong eye contact, demonstrating that they are paying close attention, and use prompters like “go on” to encourage others to continue talking.

And all the while they are gathering information,  looking for underlying clues and hidden messages which can help them tailor their pitch for their concerns and issues.

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2. Ask for Referrals

It can often feel embarrassing to actively ask for referrals, despite the fact that everything shows that referrals are more likely to develop into a sale than a cold call.  The only way to get over the uncomfortable nature of asking for referrals is to continue to do it until it becomes second nature.

3. Answer the Question, “How Can I Help?”

This is one of the most important habits for sales professionals to master.  Getting out of the mindset of “how can sell I this product” and “how can I help this customer” changes the way that you communicate and builds trust with customers.  It also provides the very practical side-effect of answering the question that your customers most want answered, and one that is likely to convert into a sale.   Customers don’t buy products, they buy solutions.

4. Set Goals and Measure Them

It is easy to feel like a failure or be overcome with anxiety if numbers are down, so much so that some sales professionals ignore their goals and hide their head in the sand.  However, getting in the habit of setting measurable goals helps you identify problems as they come up, rather than when it is too late to do anything about them.  And setting regular goals allows sales professionals to focus their planning towards their goal, rather than throwing everything at the wall and just seeing what sticks.