It takes a lot of skill to be a good sales rep. As with anything, to be good at sales you need to practice, take risks, make mistakes, and learn from them.
But, most of the time, sales reps get a bad reputation. The reason? They’re labeled as being “too salesy.”
Being “too salesy” can not only harm your chance at closing but also hurt your brand’s reputation. That one “too salesy” rep may affect the reputation of the brand and cost them repeat business as well as referrals from customers.
So how do you avoid the “too salesly” label?
That’s exactly what we’re going to cover in this post.
First and foremost, the importance of being self-aware while selling is imperative. One study estimates that only 10-15% of people are self-aware.
By being self-aware, a sales rep can identify who they are and why they do what they do. Sales reps can then play to their strengths while understanding their areas of growth.
As a result, sales teams note a better work environment and morale. Not only are there benefits to the entire team, but there is also the likelihood of better connections with prospects and customers. With better relationships, it might bring more closed deals.
It would help if you had the right balance between getting your message across and not pushing your prospect away. And this is much easier than it sounds.
In fact, here are four things you should do to avoid being labeled “too salesy” by being self-aware:
1. Show them there IS a solution to their pains
A pain point is more than just an annoyance.
It’s something that keeps your prospects late at work and unsure what to do next. It makes them feel frustrated and worried about future company growth.
It’s a real kick in the butt, and you can close deals by showing how your product or service can be a solution.
You want to talk to your prospects and customers, giving them hope that there is indeed a solution to their issue. You should be using a sales script to make the process easier. Sales scripts help your team get past common challenges and move onto creative ways to close the deal.
Rather than just listing all the features, address their pain. Ask questions to draw out the aspects that are painful to them. Then lead them towards how your product and service fixes the pain.
Act like a doctor. When these people write prescriptions, it doesn’t feel like they’re pushing medicine. Instead, it’s because you trust that they understand your issue, and you appreciate their solution.
Don’t label yourself as a sales rep. Show confidence when suggesting your product or service. Assume the sale and work towards moving the discussion to the final stages of the sales process.
2. Use open-ended questions
Open-ended questions are an excellent way for sales professionals to open up a conversation and gain a better perspective of prospects and customer wants and needs.
These types of sales questions are meant to be discussed between the sales professional and the prospect or customer. They are probing questions used to get a potential buyer or current customer to talk more about their company.
When used on a sales call, the questions allow the sales professional to learn more about prospects’ goals. They can be used to build relationships between the sales professional and the prospect or customer. Additionally, a sales script can walk you through this process.
Sales professionals should ask as many open-ended questions as they can. The more you find out about a prospect or customer, the better you can help them with their wants and needs.
3. Active listening
In order to sell, sales reps first need to know how to listen. Specifically, they need to master the art of active listening.
Active listening is a type of communication that involves asking clarifying questions. It’s about more than just hearing what is conveyed. It means listening carefully to what somebody is saying and understanding their perspective.
Sales reps are often too busy talking, to listen. Even if they’re listening, it’s usually just listening for a particular word or pain point that tells them the prospect or customer needs help.
But the best salespeople listen differently. They listen to the words and emotions that somebody is showing in their language, tone, and body language. You can use a sales script to help you become better prepared ahead of time, so that you can actively listen to the individual.
After a prospect or customer makes a comment that shows something important about their pain points or needs, repeat it back to them so they can hear it from you. Your goal with this is to show your understanding and convey what the other person is saying.
With active listening, sales teams can have better conversations, communicate effectively, and close more deals.
4. Be authentic
Approaching a prospect or customer with just the goal of closing a deal or reaching your quota is already pushing it. With this, it will block out the information the prospect and customer is trying to provide.
Sales reps need to show their authentic side when it comes to communicating with prospects and customers. After all, don’t we want to close that deal?
Learning how to become an authentic salesperson means you need to be open-minded and listen to what others have to say. This gives you a chance to see the pain point and offer a solution.
As time goes on, you will become more comfortable in your interactions with prospects and customers while staying authentic.
Bringing it all together
Self-awareness is imperative to our personal and professional growth. Without practicing this, we can find life challenging. We can mess up our work and relationships.
You have to remember to show a solution to somebody’s pain points, use open-ended questions, listen actively, and be authentic when interacting with a prospect or customer.
The most successful sales professionals of tomorrow are those that engage prospects authentically, and avoid being too push and salesy. Earn trust, create value, nurture relationships with your prospects, and you’ll start closing more deals and bringing in more revenue!