It is every sales professional’s goal to be successful at what they do, but success is not always easy. It takes persistence, discipline, consistency and strategy. Most successful sales professionals usually demonstrate a similar set of behaviors, which if utilized, will deliver sustainable high performance in your career. Here are a few tips you can take from them:

• First and foremost, you should align personal goals to sales targets. This is an important part of successful selling. It can help you stay focused on what is important and help you achieve your goals.

• Utilize relationships as a success factor. One of the most important things you can do to ensure success is to build strong relationships with the right people. This can be done through networking, attending events, and getting to know people in the industries that you serve. 

• Prospect proactively – Focus your time and effort on clients with the highest probability of closing. Consistently maintaining a book of business that can translate to sales, as quickly as possible is key to meeting targets. Before you can start selling to B2B prospects, you need to have a good understanding of how to reach them. A good percentage of your time should be spent spotting opportunities and finding new prospects. This will help you create a more targeted sales approach which has proven to be more effective. 

• Recognize why and how clients buy and use this information to customize sales conversation. It is important to recognize a  potential client’s motivation for considering your product. Take some time to research your ideal customer and what they are looking for. This will help you better customize your marketing efforts and sales pitches to the right audience, which will bring you one step closer to making better deals.

• Use a Consultative Selling approach – with this approach you put the needs of the buyer front and center of the engagement. The goal is to understand the needs of the buyer from their perspective and then find the best solution to meet those needs. In consultative selling, the focus is on the potential customer, not just on the product or service you have to offer.

We recommend that you utilize the behaviors shared, to help you in your B2B sales preparation and approach. Happy Selling!