New year … new sales goals! It’s like the ‘reset’ button has been pushed and everyone starts over.  So what will differentiate you from the crowd? When sales people come-a-calling, it’s easy to differentiate the blindfolded dart players from the true professionals. If you’re a sales person serious about becoming excellent in your craft, the following three sales tips will help set you apart.

1. Do your homework. Look up each prospect’s web site before making a cold call. If you open your call with a reference to something you noticed on their web site, you have their attention. You just stood out as being different from the hoard.

This also carries a lot of weight if you’re following up with someone you met at a trade show or through some other means.  “As I was reviewing your company’s web site, I noticed . . .”

You show you’re a professional. They feel valued. It’s a positive combination.

2.  Ask a lot of questions. If you learn about your prospect’s situation and what’s working/not working, you’ve set yourself apart even further. More time should be spent doing this than anything else.

Be careful not to make it into an interrogation. Genuine curiosity and concern show you really care about the client – not just making a sale. People will buy from people who care.

One sales pro I know says the qualifying phase of the selling process is like “digging for gold.” The more time you spend digging and affirming a prospect’s situation, the more likely you are to form a relationship that leads to a sale.

3. Be a resource. You have a lot of information that’s helpful to your prospects. Share it. Give it away. You will get what you give. If you’re stingy with information, your clients will be stingy in buying from you. If you “come along side” your prospects and partner with them, they’ll share their wealth with you. Is this a 100% guarantee? Of course not. But the sales made from doing so far outweigh the few out there who will take and not give back.

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Filed in Work, Sales, Selling, Customer Service