The best salespeople frequently have complex and indefinable abilities that set them apart from other sales reps. Here are 5 regular habits Rockstar salespeople have, so you may follow their success and become a Rockstar yourself.
Efficiently Manage Their Time
The main differentiating factor between mediocre reps and Rockstar reps is simply time management.
Time: it will ALWAYS be limited; therefore, Rockstars have the ability to make the most of each hour of the day, and ALWAYS have a strategy to win. Rockstars prioritize the ideal leads first so they can improve the end outcome and maximize each minute of the time spent working every lead. Rockstars do not just plan their day out on a calendar – they know precisely what they’re going to do at every step of the way throughout every deal.
Understands the Buying Process
Asking the proper questions leads to better know-how of each prospective client and their individual buying process. Rockstars understand their company’s sales process; however, they really consider the sale from a buyer’s point of view. Rockstars follow a buyer’s lead and unobtrusively guide them to the point they are prepared to invest. Rockstars recognize that some prospective clients need a bit more time to assess a demo, while other prospects will invest very rapidly, and that’s okay.
Ask Challenging and Effective Questions
Rockstars do not just talk – they also listen. Rockstars have the ability to ask the proper questions at the proper time, to draw out prospective clients, obtain their trust, and figure out the information necessary to close a deal. Rockstars must know the correct sequence of questions to ask so they can connect the value proposition to a buyer’s unique pain points. Asking such questions helps Rockstars get to the core of the buyer’s problems and are sympathetic to their needs. Then, Rockstars will swoop in and offer their service/product as a method of solving the buyer’s struggles.
When Necessary, Have the Ability to Walk Away
For the same reason Rockstars do not waste any time, they’re willing to walk completely away from a prospect who is not a good fit. Rockstars can quickly tell when a prospective client is not going to convert, and know, with confidence, that it’s time to stop chasing reluctant prospects. While that might seem a bit risky to others who aggressively go after every lead, it is actually a smart move. Rockstars waste less time selling to reluctant buyers, and they instead concentrate all their attention on winning sales deals that are more than likely to close.
Never Stop Learning
Rokcstars are always learning new skills, reading sales books, asking for coaching, and improving upon their own selling capabilities. This incapability of sitting back and taking a break means Rockstars are consistently striving to improve. That work ethic obviously pays off down the road. It’ll result in an improvement in win rates across the board, as well as sharper selling skills. Rockstars are never satisfied with their existing abilities but are steadily pushing the limits.