selling_sales.pngEvery sales team can identify those amongst them who are consistently high performers; the ones who always seem to surpass their targets whilst making it look easy.

But what actually sets apart a sales leader from the rest of the pack?

We’ve put together a list of skills, traits and habits that set apart the top performing sales consultants from the rest; allowing you to incorporate them into your own sales approach.

  • Educate prospects with new ideas and perspectives

The best sales consultants make an effort to understand their prospect’s challenges and goals. This means that not only are they knowledgeable in their own products, services and industry they are actively educating themselves in their buyer’s businesses and industry. This allows them to impart key insights and knowledge and demonstrate value; educating prospects into expanding their horizons and changing their thinking.

By proving that you understand your prospect’s goals and challenges, you can use your expertise to reframe the way they look at their pain points and even challenge them to think critically.

  • Collaborate with prospects

Buyer’s want to be part of the solution. By collaborating directly with prospects as part of the sales journey, the best consultants are able to develop solutions which achieve mutual goals. This ensures a long lasting and sustainable relationship which last beyond the lead generation process and ensures prospects are better able to mature into customers where expectations can be managed and met.

  • Demonstrate potential ROI

Every buyer is looking to understand exactly how they will benefit from their engagement with you. The most effective sales leaders are the ones who can illustrate the rewards of the potential partnership early in the buyer’s journey. What’s more important, is that this picture is both realistic and believable.

One of the quickest ways to sour a promising relationship, is with over exaggerated results which fail to ever materialise.

  • Listen to your prospects

Those who stand out in a sales team are the ones who are able to get their prospects to open up about the situations they find themselves in and use this knowledge to better demonstrate how their product or service would fit into their prospects world.

This means that in the lead generation processes, sales consultants must actively listen to their prospects, ask engaging follow-up questions and demonstrate an understanding of their buyer’s needs.

While challenges, goals and needs can be similar across various organisations, industries or job titles; those who are able to demonstrate that they recognise the nuances of these needs at an individual level for each prospect will achieve greater success.

  • Maintain transparency

Every prospect that is encountered comes from a different environment which impacts their requirements, sometimes these variances can have a bigger impact than others. Effective sales leaders are able to identify which of these factors might have an impact on the end result, either in the ways in which your prospect experiences the buyer’s journey or in their experiences of the product or service. Being mindful of these factors and maintaining complete transparency with a prospect means that sales consultants will be able to foreworn of any challenges which might arise pre and post purchase.  

Sales consultants who surpass in this area are the ones who are able to work with prospects to demonstrate the support which can and will be provided should these eventualities arise. This extra effort to ensure your prospects avoid these pitfalls allow for a strengthened relationship.

  • Be deliberate with your time

Sales consultants live and die by the calendar, and the efficient use of time is critical in a lead generation campaign. Making effective use of time requires sales consultants to prioritise between high and low reward activities; and streamlining processes where ever possible.

So not only do top performing sales leaders automate repetitive tasks where ever possible, they also very deliberately chose which prospects they spend their time on. Every sales consultant knows that not everyone they speak with will go on to become a qualified lead; this means knowing when best to cut your losses. Those who continually outperform are best able to question and determine the credibility of their prospects and the likelihood that they will go on to become buyers. By honing this ability to detect the most promising prospects early on in conversations, allows an inside sales consultant to best prioritise those who will go on to become promising leads, while not wasting time on those who won’t result in further opportunity.

  • Connect with prospects personally

People find it more difficult to purchase from people they dislike, particularly when there is another they were able to connect with.

The most efficient sales leaders are able to build a personal connection with their prospects throughout their engagements, this means looking beyond prospects as a potential lead and speaking to the person. The key to achieving this is building rapport and remembering details. Realistically, it would become impossible to single handily remember the ins and outs of every prospects personal life and not run the risk of mixing them up. But by making note of holidays, children’s activities, or recent adventure in a contact’s CRM record means that these details are always to hand and can be incorporated in to further follow up activities. By showing that they remember little details, these sales leaders are able to add a personal touch to their follow up activity, and connect with their prospects.


Looking to help your sales team achieve success? Download our eBook to learn more about how you could streamline your sales processes with sales enablement.

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