| It's been said that to be a successful
salesperson, not only do your listening skills have to be great, but your closing skills
have to be even better. However, I believe that while these skills are helpful, they are
not essential. In my opinion, to be a top-performing sales professional, you must be a
great leader. It is a fundamental character trait. Although we have all known salespeople
who have had stellar years based on the luck of a few great clients, those with sustained,
long-term success always exhibit great leadership skills.
What is a leader?
Leaders are people who empower others to do seemingly
impossible things, whether individually or as part of a group. They help people see issues
and opportunities they would not normally see themselves. Most importantly, they instill a
level of confidence in people that make them pro-active in dealing with situations they
otherwise would be hesitant to handle.
These leadership traits are essential for top-performing
salespeople to exhibit on a daily basis. By demonstrating these qualities to your
prospects and clients, you are communicating your value to them. They will see that you
have their best interest in mind and are not out to just "make a sale." You will
create the confidence they need to desire to do business with you. Salespeople who see
themselves as leaders are far more likely to provide the client with the services
necessary to help them achieve their long-term goals. For example, a salesperson who is a
leader will wisely show a 25-year-old the significance of buying life insurance both as an
investment tool and a "peace of mind" policy.
Top-performing salespeople understand how positioning
themselves as leaders can further their success. You will increase your profits by selling
more to an existing customer, so it only makes sense to display leadership to them. In
addition, because the best new clients often come from referrals, your existing customers
will be much more apt to confidently recommend you. In my experience, I have observed that
salespeople who behave as leaders are less likely to need multiple closing techniques to
make a sale. I firmly believe that the higher the degree of leadership in a sales
professional, the less time spent on closing the deal. Similarly, the opposite holds true,
and the result is a loss of valuable time.
Over the years, I have come to believe that "sales is
leadership and leadership is sales." The more salespeople with whom I work, the more
I confirm the validity of this statement. Although it's important to work on both your
ability to listen and your closing techniques, fostering your leadership skills is far
more essential. Begin today to set yourself apart from the competition by positioning
yourself as a leader to your employees, your clients and your prospects. |
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Mark Hunter, "The Sales
Hunter," is a sales expert who speaks to thousands each year on how to increase their
sales profitability. For more information, to receive a free weekly email sales tip, or to
read his Sales Motivation Blog, visit http://www.TheSalesHunter.com.
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