You can be the best in your field or settle for average.
A trusted advisor or a pushy vendor.
Your choices dictate if you’ll be the superstar sales advisor everyone trusts or just another name on a business card.
At D2DCon, we view sales as a craft, an art form where every conversation is a canvas for connecting, understanding and solving problems with nothing but your words and ideas.
Let’s discuss how you can avoid career potholes and be the best version of yourself.
Sales: A Job or a Craft?
Many salespeople clock in, do the bare minimum required, and clock out.
They don’t care about learning new skills, improving performance, or creating client value. They want to get paid and go home.
Some salespeople see sales as a career. They have more ambition and motivation than the jobbers. They want to advance in their organization and earn more money and recognition. They invest in their professional development and seek feedback.
But the best salespeople?
They see sales as a craft. They have a passion and pride for what they do because they view sales as an art form, not a mechanical process. They constantly hone their skills, experiment with new approaches, and learn from their mistakes. They create value for their clients by using their words and ideas to solve their problems and achieve their goals. Instead of selling products or services, they sell solutions and outcomes.
1- A Know-it-All or One Who Knows
As a newbie, you learn how to pitch your company’s solutions and their features and benefits. It’s easy to fall into the trap of just knowing the basics about your product or service.
But that’s not enough to impress your clients. They can find that information on your website or from your competitors.
They need you to tell them what they don’t know.
You see, too many salespeople stop learning after their onboarding.
They think they know everything they need to know to sell.
They don’t bother:
- Researching their prospects, challenges, opportunities, or goals.
- Asking questions, listening, or understanding
Talk, talk, talk…
That’s all they do!
But, hey, that’s not the D2DCon way! We believe in continuously seeking information and experiences that set you apart as a knowledgeable and trustworthy partner.
The standout sales reps are driven by curiosity and a thirst for knowledge.
They engage clients with meaningful conversations.
They ask thought-provoking questions, listen attentively, and seek to understand fully. They’re educators at heart, guiding their clients through the latest trends, issues, solutions, and outcomes that are most relevant.
By positioning themselves as trusted advisors rather than mere vendors, they create genuine value and cut through everyday sales noise.
2- Self-Oriented or Client-Oriented
Some people are self-oriented.
They only care about what they want instead of what their clients want, making them pushy, aggressive, and manipulative and forcing their solution on the clients without considering if it fits them best.
The self-oriented don’t care about building relationships and instead focus on making transactions.
But others are people-oriented.
They care about what their clients want, not what they want. They are driven by their clients’ needs, not their own needs. They are consultative, collaborative, and respectful and try to find the best solution for their clients, even if it’s not in their best interests.
They care about building relationships instead of making transactions.
This may sound counterintuitive, but the more you focus on your clients, the more business you win. They will trust you more when you show them you care about them. When you help them achieve their goals, they will value you more. When you make them feel good, they will like you more. And when they trust you, love you, and like you, they will buy from you.
3- The Old School Sales Rep or the New Age Sales Rep
Choosing a legacy sales approach is like showing up at a car dealership looking for a horse and carriage. It’s based on old methods from the 60s to 90s, which don’t meet what buyers want today.
On the other hand, using a modern sales approach gives you a considerable edge. It’s all about creating value for your clients, helping them navigate change, and making decisions they’re not used to. If you’re in sales, you’re likely to find more success with this modern way of doing things.
How to Communicate with Your Clients
How you communicate with your clients influences how your clients perceive, trust, and buy from you. You want to share in a way that makes your clients feel comfortable, confident, and compelled to work with you.
Here are some tips on how to communicate with your clients effectively:
- Don’t talk too much. Let your clients do most of the talking. Listen more than you speak. Ask open-ended questions, encouraging them to share their thoughts, feelings, and needs. Show genuine interest and empathy. Don’t interrupt, judge, or argue. Summarize and confirm what you heard.
- Don’t talk too little. Don’t be shy, timid, or passive. Speak up when you have something valuable to say. Share your insights, ideas, and stories. Teach your clients something new, challenge their assumptions, and inspire them to take action. Be confident, assertive, and persuasive.
- Don’t talk too fast and rush through your conversation. Slow down and pause. Give your clients time to process and respond. Use silence as a tool to create tension, curiosity, and anticipation. Don’t fill the gaps with filler words, such as “um,” “uh,” or “like.”
- Don’t talk too slowly and bore your clients with long, rambling, or irrelevant stories. Keep your conversation focused, structured, and engaging. Use stories, analogies, and metaphors to make your points memorable and relatable. Use humor, emotion, and enthusiasm to make your conversation more enjoyable and lively.
- Don’t talk too high and use jargon, acronyms, or technical terms your clients don’t understand. Don’t try to impress your clients with your knowledge, vocabulary, or credentials. Don’t make your clients feel stupid, confused, or intimidated. Use simple, everyday language your clients can easily understand and relate to.
- Don’t talk too low and use slang, swear words, or inappropriate jokes that your clients may find offensive, unprofessional, or disrespectful. Don’t be too casual, friendly, or familiar with your clients. Use polite, respectful, and appropriate language that your clients can appreciate and respect.
Crafting Your Sales Identity at D2DCon
Ultimately, the kind of salesperson you become is your choice.
It reflects your actions, approach, and dedication to the craft.
At D2DCon, we encourage you to be the kind of sales reps who are wanted by their clients more than they want their clients.
Join us at D2DCon and become the salesperson you’ve always dreamed of being.
Engage with peers, learn from experts, and get on the path of sales mastery.
A digital marketing and sales professional specializing in content-based functional areas – Ahsan Zafeer is driven by a never-ending passion for developing, nurturing, and strategizing key content aspects. He writes extensively on sales, digital marketing, and associated trends, developments and technologies. He also serves as a digital marketing strategist and freelance consultant for globally oriented organizations. He tweets @AhsanZafeer