Standout Salespeople Touch Your Heart

What makes one salesperson better than another?

Quite frankly I am tired of the same old preachings of "micro-sales" techniques intended to enhancesales "efficiency."

There is little discussion on what I would call the "effectiveness" of sales: the ability of a salespersonto consistently win over the competition; to be chosen every time out.

It's not good enough to be merely competent at your craft; you need to be the ONLY one who doeswhat you do.

Many technically competent individuals don't make it because they are indistinguishable from thesales herd.

More than sales competency is needed. If you can't answer the question "Why should I buy from youand not the other guys?", you're like everyone else: indistinguishable, invisible, unremarkable andboring - and your sales record will be marginal at best.

These 7 tactics will make you DiFFERENT and memorable.

1. Take a long term view; don't try to exploit the moment.

Pay attention to your quarterly targets, but have a long term context to govern the way you treatyour clients. Purely focusing on your quarterly numbers will likely force you at some point to placetoo much emphasis on your products and not your client's needs. This short term focus buildsneither trust nor loyalty. Take a long term view and behave accordingly.

2. Make the sales process a memorable experience.

Make your client feel heard, listened to and engaged; avoid using the conversation to feed your ego.A strong unbridled ego generally results in a one-way "transmit mode" conversation with a client.It's a one-way embellishment of the salesperson, their products and organization with no regard forthe client's wants and needs. Many sales people get sucked in to this; avoid it like the plague.

3. Build relationships; don't jam products down your client's throat.

The end game is a deep meaningful trusting relationship that will spawn revenue for several years.Flogging products can force someone to take a defensive position; it takes away from buildingrelationships.

4. Ask questions.

The prime directive is to understand client secrets; the wants and desires that no one else knows.The only way you get there is by gently probing and taking notes of whatever you learn. No actshows that you care about what they say than note-taking.

5. Respect silence.

Give your client the opportunity to think about the points raised in the conversation and thoughtfullyrespond without having to compete with your "verbal incoming". Too much information is not a goodthing; if they feel like they are drinking through a fire hose, they will shut down.

6. Honor integrity and honesty.

Don't do whatever it takes to make the sale. And if a sale isn't in the cards, find another solution toyour client's problem even if it involves another provider. Protect the client relationship regardlessof the personal short term outcome.

7. Be a passionate advocate for your client inside your company.

There is nothing worse for any client than having to battle your internal bureaucracy when they havean issue or they need help. Wage battle for them on your "inside." Absorb the body blows yourorganization has to offer. Establish your currency as a recovery addict and do whatever it takes tofix mistakes and correct errors to the delight of your client. Learn what it's like doing business withyour company. Maybe you can help improve it.

How do you know if you are heading in the right direction?

Ask your client if you "touched their heart."

Roy OsingRoy Osing is a leading executive in Canadian business and a recognized blogger, speaker,seminar leader, business consultant, educator, and personal coach. As the former Chief MarketingOfficer of TELUS and current president and CEO of the consulting firm Brilliance for Business, hebrings a wealth of experience and knowledge to the complex challenges businesses face in the

contemporary global economy. Roy is the author of the BE DiFFERENT or be dead book series.Latest posts by Roy Osing (see all)

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