The 5 Top Sales Techniques that Matter Most

top sales techniques

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:

1.  Personable
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.

2.  Passionate
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.

3.  Flexible
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.

4.  Curious
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.

5.  Persuasive
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

Share:
Facebook Twitter Google+ Email LinkedIn

Comments are closed.

LSA helped change our entire culture around meetings, making them more effective and efficient, thus enabling us to concentrate on driving more business.

Terry Wassman
VP of Human Resources

Each program is preceded by an assessment of the participants. The course is then designed to fit the specific parameters and needs of the group. The highly interactive delivery is provided by recognized experts in their fields. On the spot coaching is provided during the program and each participant receives individual follow-up after the course. Courses can be delivered in-person or virtually. Given the nature of Cisco’s business and the way we operate, these remote workshops are a must for anyone who joins our company. Their work is eye opening. Great content and fantastic delivery.

Frank J. Kuypers
Business Development Manager

LSA’s approach and ability to bring the best resources to eBay has been a great asset. They really focus on helping us succeed in any way they can and are very flexible in meeting our management and talent needs.

Mike Normant
Learning & Development

ebay

What a refreshing change from the half-baked psycho-babble you normally get from training and consulting organizations. LSA gives you the practical and results-oriented assistance you need to define and reach your goal.  They provide a results driven plan – not just a temporary fix. They are great to work with, and even more importantly, they “get it!”

David Fiano
Vice President Human Resources

I had been working with LSA for many years with my prior company. Currently, I’m with a company who hadn’t done much basic management skills training. After identifying and presenting a program recently, our managers are excited and talking in the halls about the great experience. LSA saves us time in delivering the right training for our needs.

Phyllis Moracco
HR Director

LSA provided top notch solutions right when and how we needed them. They exceeded my expectations from a speed, quality, and cost standpoint. I recommend them to anyone looking for a true business partner in the Learning and Development arena. The breadth and depth of their expertise has helped us hit tight deadlines across multiple projects.

Fortune 500 Financial Services Company
Director of Infrastructure & Technology

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.

Jeff Coon
Director of Human Resources

PalmSource has found our relationship with LSA extremely beneficial. We worked closely with LSA to customize the right Management Training Program solution to meet our unique business needs. LSA is a quality organization, one that I’d recommend to any company looking for a first class training and consulting partner.

Ken Boehm
Vice President of Human Resources

Our company engaged LSA to do a specialized “train the trainer” program, and the consultant’s performance outdid our exceptionally high standards for such a program. Very crucial to the success of this program was the work done upfront to discuss our needs and to interview key members of our organization so that the program specifically met our goals. Our facilitators continue to comment on the success of the program. Thanks also for the follow-up.

Frank Abbott
Chief Financial Officer

Understanding and conforming to legal compliance was very important to our company. We turned to LSA Global to provide a quality and cost effective way to ensure that we were AB 1825 compliant. Their interactive eLearning program was top-notch. It allowed our managers to learn at their own pace, and on their own time. The program was tailored to include our logo and our internal harassment policies. It was interactive and met all federal and state legal requirements. I would highly recommend LSA Global to any company looking for an efficient and effective and top quality way to train their managers to be in compliance.

Kelly Warren, SPHR
Director, HR & Compliance

We partnered with LSA Global to help us invest in our people in the areas of performance coaching, diversity, and inclusion. They focused on helping us succeed and were very flexible in meeting our specific needs. LSA Global exceeded my expectations from a speed, quality, and value standpoint. I would recommend LSA Global to anyone looking for a true business partner.

Anita Luckinbill
Director, Human Resources

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.

Mary Johnston
HR Manager, BU Radiology Informatics

I highly recommend LSA Global to anyone who is looking to improve individual or organizational effectiveness through their top quality programs and broad range of expertise.

Greg Pappas
VP of 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.

Emily Couey
Director of Human Resources

The refreshing thing about LSA is that they focus on understanding our business situation and helping me succeed instead of selling a product. With over 150 experts, they are an invaluable resource that helps me deliver higher quality results faster. I recommend them to anyone looking to improve the performance of their workforce.

Stacie Rodgers
VP of Human Resources

Cutera

Evaluate your Performance

Toolkits

Toolkits

Download key published insights and tools from industry experts highlighting best practices in the areas of talent, strategy and culture.

More

Health Checks

Health Checks

Want to know how you stack up against leading organizations?  Receive a complimentary benchmarking analysis courtesy of an LSA Expert.

More

Whitepapers

Whitepapers

Get up to speed on timely solutions critical to your business. Published by LSA Experts based upon client feedback and key industry trends.

More

Methodology

Methodologies

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.

More

Blogs

Stay up to do date with the latest information on how we help high growth companies align their culture and talent with strategy.

More

Case Studies

Client Case Studies

Real world consulting and training approaches from LSA projects, providing insights on how your company can outperform the competition.

More