How many athletes can you name? Even if you don’t consider yourself a sports fanatic, you can probably name at least one or two great athletes -- those superstar players who dominate their fields.
But can you name any average ones? Chances are, you don’t remember the names of professional athletes who are merely “pretty good” at football, baseball, basketball, or golf.
That's because the gap between “pretty good” and “great” is a big one. It’s true in sports, and it’s just as true in sales. A pretty good salesperson makes a middle-class living, and does enough to get by. But a great salesperson makes insanely profitable sales, becomes wealthy, and stands head and shoulders above the rest, dominating the competition.
Want to join the ranks of these sales superstars? Of course you do. Check out these six shocking secrets of all sales superstars to learn how to transform from “good” to “great,” no matter what industry you sell in.
1) They sell at the highest level possible.
Most salespeople waste their entire careers selling to buyers, managers, and assistants. The problem is, prospects in these positions have small budgets and very little power to make decisions. If you want to be truly great at sales, you need to consistently sell to people at the top of the food chain. Go straight for prospects with titles such as CEO, CFO, director, or vice president. They’ll have the right budgets and the power needed to invest in your solution.
For more tips on how to sell high-level prospects, check out this video:
2) They know when to disqualify.
When it comes to the leads in their pipelines, great salespeople prioritize quality over quantity. If you want to maximize your time in sales, you must get rid of any weak opportunities in your pipeline. Bad leads take just as much time and energy as good ones, yet don't provide you with anything. So be proactive about disqualifying those who will only distract you from chasing after the very best leads.
3) They share their perspectives.
Do you realize that you’re an expert? As a salesperson, you have a unique and valuable perspective on your clients and their industry -- you know what works and what doesn't, and where the industry is headed. Use this knowledge to build value by offering your prospects fresh insights on what’s going on in the market. Start your sales meetings by commenting on challenges you’ve observed among your clients. By sharing your perspective, you’ll position yourself as an expert in your field.
4) They ask prospects about specific challenges.
Once you’ve provided your prospects with examples of common challenges faced by their industry, stop and ask, “Do any of these ring true to you?” Continue to ask more questions based on their response. The goal is to get your prospects to really open up to you and talk about their deepest frustrations. If you can help your prospects articulate a challenge they haven’t shared with anyone else, you’ll get them to see massive value in you and your solution.
5) They understand the monetary value of their solution.
It’s not enough just to find out what challenges your prospects are facing. You must also discover how much those problems are costing them. As you learn the cost of your prospects’ challenges -- or the value of achieving their top objectives -- you’ll determine the exact value of your solution. In most cases, you’ll probably find that it’s a lot greater than you first believed, which will help you confidently close bigger sales.
6) Propose three options.
Never limit your prospect to only one solution. When you do, the prospect is far more likely to shop around. Instead, offer three solutions at varying levels of investment. This will provide context for your clients and give them the power to choose how much to invest. As an added bonus, some customers will choose the highest-end option -- helping you close larger sales more often.
How would you describe your career in sales? Are you truly great -- or merely good enough? Which one of these six tips to becoming a superstar in sales will you use to change the game for yourself? Share your thoughts in the comments below. And for more powerful sales tips, check out this free report on the three questions you must ask to close any deal.
Originally published Oct 17, 2016 7:30:00 AM, updated July 28 2017