What Are the Top Sales Techniques?
As a sales leader, this is the question you should be asking…what are the traits and behaviors that distinguish top solution sellers from average producers?
Once you have the answer and act upon it as you recruit, hire and develop your sales force, you can boost sales significantly.
Five of the Top Sales Techniques
Get more of your salespeople to the peak of performance by looking for these five common sales traits. Granted, your whole team may exhibit these attributes to some extent…but it’s a matter of degree. The most successful solution sellers are:
Successful salespeople have a magnetic personality. They attract others because they are eminently likeable. They have a natural warmth and optimism that draws people into their orbit.
They are expressive and sometimes larger than life. They enjoy company and know how to build meaningful social relationships. They just seem to be born knowing how to relate, entertain and connect with clients.
Top consultative salespeople truly care about what they bring to the table and sincerely believe they can help solve their customers’ most pressing problems. Sure, they always have their eye on the bottom line, but their heart is in helping their customer.
They understand that a successful and satisfied customer will come back and can be a source of referral business. It is in everyone’s best interest (the seller as well as the buyer) to provide the solution that really works.
While we may admire perseverance as a general trait, carrying this to an extreme does not serve salespeople well. There is a time to let go of a potential sale if it is not moving forward or if the customer is too far outside the target client area…any time you have to force a square peg into a round hole.
The flexible salesperson knows how to move on to more fruitful and mutually beneficial pursuits. When too many red lights line up in your sales cycle, the best sales reps sellers know that their time could be more productively spent pursuing better buyers.
One of the most critical traits of top salespeople is their desire to know more…about their client’s situation, needs and wants. They are expert at asking effective questions and probing for all they need to truly help their client.
They don’t just check off the list of standard so-called “discovery” questions. They really listen because they genuinely want to know how to best serve their client.
Again, it’s all a matter of degree. The best B2B sellers know how to present a solution in a way that actively involves the buyer in the entire buying process.
In effect, the buyer and salesperson work together to craft the best solution. Rather than have to “push” for a sale, top solution sellers knows how to “pull” a client through to the final step of closing.
The Bottom Line
If you want a top sales team, focus on hiring for and nurturing these five sales skills in your sales force. You (and your sales forecast) will be glad you did!
Want to learn more about other top sales techniques? Download 30 Effective Sales Questions More Important than Budget When Selling Solutions
4 Steps to Create Strategic Alignment
LSA’s customized Effective Presentation Skills program has helped me elevate my presentation skills to the next level. I now have a much greater self-awareness of my presentation skills and can leverage off of my strengths while working to improve upon other areas. I would definitely recommend this solution to anyone for whom business presentations are an integral part of their job.
Senior Marketing Manager
Hyperion has a commitment to lifelong learning. LSA helps us provide the right business sales training, management training programs, and leadership development programs at the right time to meet the needs of both individuals and departments. I especially appreciate their ability to listen to my needs and recommend the appropriate facilitators, solutions and content.
Senior Project Manager
We contacted LSA to help us with customized management development. LSA worked with me to identify a solution that would meet our exact needs. We decided to start at the top and ran the program for our executive team. It was such a great success that we hope to roll it out companywide. We look forward to a long-term partnership with LSA Global and their team of experts.
Barry L. Byrd, SPHR
Human Resources Manager
We consider LSA Global our outsourced learning and development partner. We worked closely with LSA to customize a management development program to meet our growing business needs. I would highly recommend LSA to any company wanting to deliver quality learning solutions.
Vice President Human Resources
LSA has become the gold standard in team building and management training at Genomic Health! I have a hard time finding facilitators that come close to their level of customization, expertise and experience.
Director of Human Resources
I consistently look to LSA Global when I need custom programs put together for my client groups. I can always count on LSA to do a thorough needs analysis and to put together spectacular programs that are well received. Their management development and performance management expertise and professionalism make them one of my top-rated learning and development partners.
HR Program Manager
We partnered with LSA to pilot a customized behavioral interviewing program to help ensure that we continue to hire the best and brightest as we continue to rapidly scale. LSA’s ability to understand our business and our unique culture combined with their desire to ensure that the best practices framework truly fits our performance environment and is highly adopted by our people is a real blessing. Most other firms want to just ‘give you training.’ Not LSA, they are focused on helping me hit our hiring forecasts and attract A players.
Director of Global Recruiting
We have worked with LSA Global for our learning and development needs and have always had great success. They helped us recently with customized Management Workshops that we held for the second time. It was fantastic, and I would highly recommend LSA to anyone that is attempting to get immediate and impactful improvements.
HR Manager, BU Radiology Informatics
We recently partnered with LSA Global to offer our Supervisors and Managers a customized two-day management training program. Everyone who attended said it was by far the best management training program they had ever attended. The content was rich and highly interactive. The case studies were relevant. Each participant walked away from the training much better equipped to lead their teams.
Director of Human Resources
VNUS Medical has been very pleased with the effective management development programs that LSA Global has delivered for us over the last four years. The programs have been universally facilitated by experienced and best in class instructors. The knowledge gained by our management team has been put into practice very quickly. VNUS is very happy to be working in partnership with LSA because they consistently deliver excellent programs that receive exceptional feedback from our management team.
Cindee Van Vleck
Director Human Resources
We consider LSA our true business partner in the areas of Learning and Organizational Development. From Strategic Planning to Presentation Skills and Management Training, they continue to provide excellent value and extremely high quality solutions – not just one time events. I recommend them to anyone looking to drive true business results.
Michelle A. Mitchell
Vice President, Worldwide Human Resources
What a personal and professional pleasure it has been to Partner with LSA. They are truly a strategic partner with Wyse. For more than 5 years, LSA has been engaged in delivering various training and development solutions for Wyse, from custom on-site programs targeting specific core competencies, to working individually with clients to build job skills, and offering invaluable services to me and my team as we continue to build our learning programs. LSA’s representatives do more than sell a product, they offer a full service solution: they understand our business, our strategic initiatives, and the needs of our customers.
Director of HR
I’ve partnered with LSA Global at two companies now, and I consider them a valuable and trusted training and consulting resource. They recommended just the right solution to address our management development needs and have wonderful facilitators that match YuMe’s culture and style of our management team. I would highly recommend LSA Global to any company wanting to deliver quality learning solutions with a valuable learning and development partner.
LSA exceeded all my expectations. We interviewed 7 potential training and consulting partners and selected LSA due to their expertise, flexibility, and breadth and depth of solutions. We were able to construct a management training course from the modules most appropriate to our needs, and are able to provide additional training from their well developed portfolio of experts. Our managers galvanized as a team throughout the session and are better prepared for the rigors of a competitive market.
Download key published insights and tools from industry experts highlighting best practices in the areas of talent, strategy and culture.
Want to know how you stack up against leading organizations? Receive a complimentary benchmarking analysis courtesy of an LSA Expert.
Get up to speed on timely solutions critical to your business. Published by LSA Experts based upon client feedback and key industry trends.
First we identify the key metrics you want to improve. Then we assemble a dedicated team of elite experts who have successfully solved similar problems with similar clients.
Stay up to do date with the latest information on how we help high growth companies align their culture and talent with strategy.
Real world consulting and training approaches from LSA projects, providing insights on how your company can outperform the competition.