Differentiating Yourself as an Enterprise Salesperson
Most customers today don’t want to speak to salespeople. Yet the best and most productive enterprise salespeople are still getting meetings and getting it done.
What’s the difference between great salespeople and mediocre salespeople?
Great salespeople are smart, equipped, and skilled. Here are 4 sales practices that average or mediocre salespeople don’t do.
If you’re aiming to become a top enterprise salesperson:
- Talk Like a Consultant, not a Salesperson– great salespeople can talk feature/function but don’t lead with it. They can speak at higher levels of executive business issues and objectives and can facilitate the conversation with a keen sense of timing and tact.
- Probe with a Process and Goal– great salespeople don’t waste questions nor time. They move easily from direct questions to open-ended exploratory questions fronted often by a business hypothesis or observation. They dig deep and the customer feels engaged. The split in talk time is 70% / 30% with the customer doing most of the talking.
- Position Themselves/Company/Product as Solvers of Problems– great salespeople demonstrate market experience and thought-leadership by sharing relevant observations of business issues, challenges, dynamics and pressures in the marketplace. They can speak to problem implications, and their unique approach is solving the problem
- Have a Repeatable Sales Call Structure – while prospects and customers vary, great salespeople have a sales call structure that is wired and repeatable. Every call has a call closing process that proactively drives next steps. Great sales people know where they stand throughout the sales process because they’ve confirmed what comes next.
When a great salesperson hangs up the phone or leaves a prospect’s office, the customer thinks to themselves: “Wow. I like that one. They’re good. We definitely want to follow-up with them and bring them back in.”
Do you do what great salespeople do?