How to Become an Expert At Sales?

The tips below will go a long way in helping you become an expert in whatever you choose to sell, where you earn the trust of your prospects and you start achieving your sales goals.

  1. Do not think like a salesperson

You should avoid being “salesy” if you are looking to be seen as an expert by your prospects. To do this, you should not think like a salesperson. Thinking like a salesperson causes you to start jump at any chance of pitching the product or services you are selling. You should focus on slowing down and listening. You need to first start by identifying whether the prospect is the right fit or not. If you want to be viewed as an expert by your prospect, practice thoughtful intentionality.

 

  1. Having a doctor’s mindset

According to IQVIA, since you are leaving behind the salesperson mindset, you need to adopt a doctor’s mindset. When you go to a doctor, they will not start by telling you about a new procedure that is going to change everything. Instead, they will start by asking questions so they can get a good understanding of your pain before they can diagnose you. You should this approach. Your goal should be understanding the frustrations of your prospect before you start proposing the solution.

  1. Losing the P.E.P.

P.E.P. – persuasion, enthusiasm, and pitching – is what many salespeople use. They have it in their mind that this method closes more sales. This is not true. A prospect might not be the right fit if you have to persuade them. Being enthusiastic can work against you because you come out as salesy and insincere. When you pitch, you don’t get to understand the problem your prospect has. You should focus on understanding and diagnosing key challenges. Prospects are going to see you as an expert when you do this.

  1. Sharing challenges you have observed

There is valuable industry information you have that your prospects would like to know. You should capture the attention of your prospects and increase your value in their eyes by sharing this type of information when you start communicating with them. You can start by sharing examples of challenges you have in the industry. By doing this, you will be providing value, giving them something they can relate to, and serve as the conversation starter.

  1. Asking about their challenges

When you are done sharing some of the challenges, the next step is finding out whether the challenges apply to them. doing this will help in creating more value when selling, and the prospects will be more open to you. If you can manage to get them to share with you, you are going to gain respect because you are seen as an authority in that field, and you can then look for ways of solving their problem.

  1. Knowing when to walk away

If you try finding out their challenges and whether the ones you share relate to them but you don’t get a positive response. If they don’t have a challenge you can solve, the prospect might not be the right fit. This is the point where you disqualify the prospect. They are going to trust and respect you more when you don’t push something they don’t want or need.

  1. Always keeping the 15% rule in mind

As a salesman, you should try your best not to talk more than 15 percent of the time. When you talk, you are not taking control of the conversation. The best way of taking control is by asking great questions. Use thoughtful questions like small prompts like “Really?” and body language because you want to keep them talking. When you do this, you will be seen as an expert and a thoughtful listener.