Lots of top performers have a pre-game ritual. Some top athletes stretch or do yoga. Some world-famous musicians practice deep breathing exercises. Top sales producers no different. These guys also have their own rituals.
If you’re new to the sales profession, you may be wondering how those top salespeople in your department close so many deals. Even if you’re watching closely, you may miss some of their tricks. Some are subtle. But make no mistake, the top sales leaders you know have a number of rituals that they use to close more sales.
Here are five rituals that every top sales producer practices daily.
- They Research
Before top sales producers even call their next prospect, they’re doing research, taking notes to help themselves close the sale. They look up their prospect’s profile on LinkedIn, visit their company website, they may even do further searches through public government databases. Everything these top sales professionals learn about a prospect can be used to build a rapport and establish a connection. You won’t hear these sales pros telling the prospect about themselves, but you’ll likely hear them ask important questions, already knowing how the prospect will answer.
- They Plan
The best sales producers tend to spend more time planning than the typical salesperson. All that research can be used to plan the best sales opening for a cold call with the prospect, to anticipate how to respond to their likely sales objections, and to decide the best strategy to use with this particular prospect.
- They Rehearse
Top sales producers aren’t known for their improv skills. Their sales technique is a well-practiced art. They could lose face with a prospect and even lose the sale if they flub too many lines in their sales script. The best sales professionals practice their scripts out loud, including their sales objection answers and their sales ask. When they do pick up the phone, top sales producers are ready for that sales conversation.
- They Warm Up
If you’ve ever answered a phone call early in the morning, you know what it feels like to try to perform without warming up. You have a hard time being in top form when your gravelly voice and sleepy, caffeine-deprived mind aren’t ready for the day. Top sales producers know they need to get warmed up before they start making calls and arriving to meet clients. They need to be mentally and physically ready to go, maybe even rehearsing those sales objection answers and the script a few more times.
- They Study
Top sales producers have a thirst for knowledge. They know how important it is to improve their sales skills and product knowledge if they want to continue being a top producer of sales. So they study up, even learning about their competitors’ services and product offerings. For these sales pros, knowing everything they can about what the other guy offers puts them in a stronger position to close with the client. Think about how much easier it is for you to make a decision when you know you’re talking to a knowledgeable professional. In sales, knowledge is power.
If you want to be as successful as these guys, try incorporating these five rituals into your sales process. You’ll be surprised how effective they can be. You may even find your colleagues coming up and asking: “What’s your secret?”
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