Sometimes, average salespeople look to their top-performing colleagues and wonder what it is that they do differently to achieve such spectacular results. Part of their success lies in the rituals they perform before each sale. Here are five rituals top performers use to capture that big deal.
1. They research. Before making their initial call to a new prospect, top performers invest time researching their prospect’s company. They find out who the key decision-makers are, look for areas of opportunity and learn exactly how their product, service or offering might benefit that company.
2. They plan. Top salespeople invest more time planning than the average salesperson. They carefully craft their opening statements and value propositions for cold calls, face-to-face meetings and follow-up conversations. They anticipate potential objections and determine the best way to respond. They determine what the next steps should be and figure out the best strategy to move each sales conversation forward.
3. They rehearse. Top performers never “wing it.” They take the time to practice and rehearse their presentations and pitches. They run through their sales call script out loud before picking up the telephone. They practice their responses to objections. And, they practice asking for the sale.