Are you wondering what skills you'll need to master to become a top sales performer hit
that subscribe button. If you want to stay up to date on proven sales strategies and click the bell
and you'll be notified each and every week when I release a new video. All right, fundamental
skill. Number one, top sales professionals are always prepared. Now, what does that mean? Well,
it doesn't mean they spend hours prepping for a meeting. Sometimes it is necessary to spend time
obviously to prepare, but before every meeting of top sales professional, really dispensive of 15,
20 minutes taking a look at where did they leave off? What are the next steps? Where do they want
to go in this conversation or in this call, if they haven't met with the prospect yet,
they'll take that 15, 20 minutes and check out the prospect on LinkedIn or other people.
Who'll be joining them in the meeting on LinkedIn to learn a little bit about them,
about their background, they'll visit the company's website. Maybe take a
look at some of their marketing materials to understand their products or services,
but it really only takes 15 to 20 minutes to be prepared because with that information,
then what top sales professionals do is they're very clear going into that conversation as to what
the steps are. That's part of their preparation. They don't go in just hoping that the conversation
goes well. They go in with a very clear idea of where do I need to get in this conversation?
What are the kinds of questions I want to make sure I walk away from this conversation with,
and how am I going to make sure that I've prepped my prospect or this group
of people for the next step, so that there is no surprises and we can keep this moving forward.
Top sales professionals always practice being prepared. And as you can imagine, as the people
you deal with change, as the companies you sell to change, you'll have to be prepared to make
minor adjustments in your dialogue, in your sales process, in the questions that you ask, therefore,
that's why preparation is always necessary. Never assume you're ready for a meeting. Take 50 minutes
and do some basic research. Think through your process and know where you want to go
in the conversation. That's what top sales professionals do. This second one is near
and dear to my heart. Top sales professionals. Practice. What I like to call the ABPs of selling
always be prospecting. If you follow somebody around, who's been in sales
for any period of time, you'll find it amazing how they're constantly connecting
with people. But if you look deeper, notice the questions they're asking.
They're constantly qualifying people as they're connecting. So they walk up to somebody in a room.
For example, they're going to shake their hand, say, hello, they're gonna introduce themselves.
They're immediately going to go into, so what do you do for letting, where do you work? What kind
of position are you in? What they're trying to do is figure out is this a qualified prospect?
If it's a top sales performer, you're following you won't even notice it
unless you really look for. But the key to all that is to always be prospecting.
Let's be honest. It's a lot easier to push away prospects that don't really meet your criteria
than it is to try and find them when you don't have any lined up. So if you want to be a top
performing sales professional, you need to make sure that you are always prospecting. Hey, if
you've mastered these skills, make sure you click that like button and comment below with
other skills that you found are fundamental to your success in sales, top, performing sales
people really understand that there's a balance to strike between process and people, right?
So what does that mean? Well, when you understand what your sales process is, you've,
if you've practiced it at all, you realize that it changes each and every time,
not every meeting goes as planned. Not every proposal goes as planned. It's assessing
what is the process and what are the steps I need to take. But then how does that fit with this
person or these people? You can imagine somebody who's been selling the same product for 10 years.
They know the sales process inside and out. They figured out what works and what doesn't,
they've been faced with every situation. But what I've learned is that those who are successful in
sales top performers still spend some time preparing, which I talked about earlier,
but then they make sure that while they're in the conversation, they're striking a balance
between their process and the person, because every person is different, right?
How I respond to questions, my expectations will be a little bit different than yours. So it
really doesn't matter how many people I've dealt with. I still have to be prepared to make those
adjustments. So as you become more comfortable in sales, or even if you are already a top performer,
you always want to make sure you're striking that balance between process and people
last but not least, top sales performers are always using what I like to call micro closing
questions. MCQ. What does that mean? Well, they're constantly asking little questions that
don't necessarily try to close the deal, but they move the deal towards the close.
So a question might be something like this now seemed like the right time to move forward with
this. This is pricing that we discussed makes sense, based on what you would plan to invest,
these kinds of questions, flush it, objections, but then ultimately direct you towards the close.
Because as soon as somebody says, yes, this sounds good.
Yes. This pricing makes sense. Then you can go for the close, but if they bring for a while,
it's a little higher than I thought. Okay. Let me ask you a question. What were you expecting to
pay for the value we're bringing forward here? So you can just imagine that micro closing questions
allow you to continue to attempt to close and work towards the close. If anything, they
give you a signal that now's the time to close versus. Hold on. I'm going to slow back a bit,
but waiting until there's some big close waiting for the proposal to be accepted,
waiting to hear back from somebody that's no fun. And then it becomes a go no-go type of situation,
right? You're going to win it or lose it. And that's it. By using these micro closing
questions all the way through the sales process, you're always very clear on where you're at with
your prospect and what they may need to any objections and move them towards the close.
So make sure you introduce micro closing questions into your script and into your sales process. If
you're anything like me you'll know that follow up next to prospecting next to closing fault is
one of the most important skills that any sales person needs to master for that reason in the
description, I've included a link, no cost to you, to my 18 follow-up scripts, that convert. This is
a resource I put together based on my client's success in using various scripts, we worked out
to close business and I'm sure if there's 18 of them, you'll find at least a couple of the work
for you. So check the description. There's a link down there, click on it and you can have access
to that right away. Make sure you like this video and subscribe. If you want to stay up to date and
all the future videos that we have coming out each and every week on how to sell more. Now,
if you've mastered these fundamental skills, what I want to suggest to you is that you need to move
forward with learning more and applying value based selling that's. The next video op is how to
sell value in today's economy, which has changed. So make sure you check that video out right here.