Effective sales leadership is the difference between a business that thrives and one that barely survives. The fact of the matter is this, if you’re a business owner or leader you must know how to sell and you must inspire your team to want to sell. One of the best definitions of sales as it pertains to leadership is from former president Dwight D. Eisenhower. Eisenhower described leadership as “the art of getting someone else to do something you want done because he wants to do it.”
As I look back over my many years as a sales executive, I can truly say the best sales managers I had, were the ones who empowered me to succeed. There is definitely a difference between a sales manager and a sales leader. Leaders have vision, share the vision and get others to buy into it. More importantly leaders, get out of the way so the team can execute the vision. Managers are focused on day to day interaction and coaching so the staff can be more effective.
In order to be effective in generating revenue for your business, you must have a gentle balance of sales leadership and management.
How I Became a Sales Coach and Leader…
I’d been in radio sales for years when my sales manager asked me if I would mentor a few of the new hires on the sales staff. I was shocked. “Oh, I’ve never mentored anyone in sales… how could I teach other reps on the sales team?” She just laughed, “Lori you’re helping other people learn how to sell all the time. You answer questions and give great advice. You’re always giving managers advice about how to train new reps. And you’re good at convincing us to have more training programs for the staff. Trust me. That’s leadership and mentoring. You’ll be fine, just teach them what you do and how you do it.”
She was right. Not only was I, a mentor on my sales team at the time, I later became one in my own business. And as it turns out, after starting my own company, I later realized that training entrepreneurs on how to sell their products and services has been one of my favorite gigs.
Today I find the advice I gave to new sales people back then, is also useful in developing business owners and leaders as well. If the thought of selling yourself, your invention, your product or service makes you feel uneasy or is intimidating, have no fear. Allow me to help you. Here are my 10 best sales principles for helping leaders and business owners develop effective sales skills.
The 10 Best Sales Principles for Leaders and Business Owners:
1. Tap into your innate selling ability.
Selling involves persuasion. The first time you convinced your parents to buy you a bicycle for Christmas, you were selling. The time you convinced your spouse to attend an event they didn’t want to go to, you were selling. Think about every situation that you can recall where you have used the art of persuasion to convince someone to do something they did not want to do, you sold them. Now use your energy to focus on everything that you have successfully sold in your lifetime, to boost your confidence.
2. Believe in your Product or Service.
It is critical to believe in what you are selling. If you’ve ever bought something from someone who seemed uncertain or unsure about the product, in turn you probably began feeling the same way. According to The Law of Attraction, energy attracts like energy. So if you put out enthusiasm and belief in your product or service that is what you will attract. If you put out, doubt and disbelief in your product or service that is what you will attract.
3. Create rapport.
Creating a genuine connection with others is about showing you care about helping them more than you care about closing the sale. This one is simple. Get to know your customer. You must connect with people on a human level.
4. Listen more than you speak.
The best salespeople allow their prospects to do most of the talking. If you allow the customer to speak they will tell you how to sell them. Your job is to be quiet and listen. You must simply listen intently for the clues and take advantage of the opportunity to lead them to the solution you offer that will help them.
5. Be of service.
Focus on helping your prospect with whatever issue, challenge or problem they have that your product or service provides the solution for. When you help people get what they want, you will inevitably get what you want.
6. Show humility.
It’s one thing to be confident in yourself or what you are selling…but no one likes an arrogant sales person. Confidence without humility will result in your prospects thinking you are egotistical and they don’t like you very much. On the other hand, false humility will make you come across as phony and most people hate when someone acts fake. The key is to exercise true humility with confidence and you will win over your prospects every time.
7. Analyze the Need.
For every lack there is a need. For every question, there is always an answer. You get the point. Whatever your prospects need, they are looking for an answer for the situation they face. You must become a trusted advisor to your customer by asking the right questions and assisting them with identifying resources that meet their needs. If your product or service is the answer, you must persuade your prospects that you provide the best answer for the lack that exists in their unique situation.
8. Solve a problem.
For every problem there is a solution. The problem solving process in the sales cycle is critical. In order for the process to go smoothly, the customer must be aware of the problem they have. If you have not properly analyzed the need, you will not uncover the problem accurately. Therefore it is important to be on the same page with the prospect when it comes to identifying a problem that they need a real answer to. Think about the last time you had a problem and someone else helped you solve it. What was your general feeling about that person after they helped you? After you have helped the customer solve a problem, you are seen as a hero and vital resource for them.
9. Don’t Oversell.
After the sale is done, the deal is closed. Do not continue selling. It is that simple.
10. Show gratitude.
Once the sale is closed, be certain express thanks and show the customer you appreciate their business. Chances are you’re not the only one selling that thing you sell. There is probably someone else out there in your industry selling something similar. Your customer could have bought something similar from Joe Blow down the street. Show gratitude and make your customers feel like they made the right decision.
Using the above sales principles will help you become a great leader and set your business head and shoulders above others who do not practice them.
Now it’s your turn. What sales principles do you practice that have helped you become the leader you are today? I want to hear from you.
© 2014 Quality Media Consultant Group, LLC – All Rights Reserved
This article is written by Lori A. Manns. Want to use this article for your website, blog or newsletter? No problem. Here’s what you must include: Lori A. Manns is CEO of Quality Media Consultant Group and master marketing and sales mentor. Lori is the founder of Marketing For Trailblazers™ and the Sponsorship Sales Secrets System that shows you how to get more sponsors and sales for your business, guaranteed. To learn more about consulting services on marketing, advertising or sales and, find out how to get more clients, gain brand awareness and grow your revenue, visit www.qualitymediaconsultants.com.