Author: David Roth
The term "born salesman" is something that gets thrown around a lot in sales circles. Very often, when we think of a successful model for selling, we think of the guy who just oozes charisma. This is the type of person that can work a room like nobody else and has prospects and referrals booking up all their available free time.About the Author:
But that probably doesn't describe 99% of people in sales positions right now. But does that mean that all hope is lost? Of course not! Successful salesmen are made, not born. Here are 5 habits that can make you into a highly successful salesman:
1) They use CRM Software to track prospects - This is absolutely vital in this day and age. CRM software makes it possible to keep touching the prospects at set intervals. Most salesman are horrible at following up with prospects and that's horrible for them because sales IS a numbers game. Even if you can't physically see the prospect to make a call, very sophisticated CRM allows you to email/direct mail at set intervals. This is automated prospecting and needs to be in any serious salesman's arsenal.
2) They use multiple channels to keep in touch - Like I mentioned previously about CRM Software, it's sometimes not possible to actually see a prospect. So if that's the case, you want to make sure you place a phone call, send a note, or send an email. Attacking a prospect from all angles makes you more visible without being a burden on the prospect.
3) They keep in touch with customers post-sale - Successful salesman realize that their work is not done after the big sale. After the sale is where you establish the trust of being an advisor to them.
4) They ask for referrals - Most salesmen say they ask for referrals, but very few do it effectively. Saying "I'd appreciate it if you pass the word around about me" is not asking for referrals. Be direct and to the point about who they might be able to refer to you. If you are doing a good job for them, they should be happy to refer clients to you.
5) They treat customers like gold - This should seem obvious, but it's not always. Current customers are your #1 priority and should always remain that way. Only after you exceed the needs of your clients do you begin your prospecting. That doesn't mean that you go overboard, but you need to make sure they are happy. Retaining customers is every bit as important as getting new ones.
If you follow these tips, you'll be on your way to sales success. Remember that being a successful salesman does not mean that you have to charm your way into every sale, but it does mean that you're committed to following a system that will result in more leads into your sales funnel. The more leads into the funnel and the more touches you have with that prospect, the more sales you will have. The only difficult part is keeping track of who you talked to and when, but with technology these days, there is no excuse for not following up on quality leads.
Dave Roth is a CRM Software consultant who runs the website www.elitecrmsoftware.com which offers sales and marketing tips as well as a CRM Software Evaluator.
Article Source: http://www.articlesbase.com/management-articles/5-habits-of-highly-successful-salesmen-809995.html