Five Quick Tips for Advancing Your Sales Career from #GirlsClub
It’s not every day that you get six sales superstars on one panel, let alone six women sales leaders.
We asked our Cut the Fluff Call Camp guest coaches to share their career advice for salespeople. Here’s how to step up your game, starting right now:
1. Confidence is KEY
While this may seem cliche to many, confidence really is the key to success in many areas of life. When you exude confidence on a sales call it helps establish trust and build rapport with your prospect.
Alice Heiman says the key to sounding confident is practice. Practice, record, listen and adjust everything from your tonality and pitch to speaking pace. Eventually you’ll find the sweet spot.
Lauren Bailey suggests trying this exercise to introduce yourself with vibrato. During roleplay sessions or training, add a “dammit” to the end of your introduction–”My name is Lauren, dammit!”. By the end of the day, drop the dammit but keep the tonality.
2. Listen to Yourself
Record your sales calls and play them back. Listening to yourself is one of the fastest ways to improve your calls. Carole Mahoney suggests listening and identifying what you can improve on your own before asking your manager for help with that skill.
Evaluate things like tonality and pitch, speed, and word choices. Do you pause enough to let the prospect talk? Are you using language that sets yourself up or are you pulling yourself down? Have you asked layered questions?
Going into a coaching session knowing where you need help will help you quickly learn and master the skill much faster than waiting for your manager to point it out. Jane Gentry shared that oftentimes managers step in too late when it comes to coaching.
4. Get to the Point
Give purpose to the conversation right at the beginning. Executives like Shawn Karol Sandy don’t have time for a lot of pleasantries. Don’t waste time warming someone up with “How was your holiday” “How’s the family” etc. Provide context, value, and social proof for your call - “I’ve spoken with many other [title] recently, and they said [blank] has been a big challenge…” Establishing a purpose for your call before you get into it shows you’re empathetic to their busy schedule and value their time. Empathy is a crucial skill for any salesperson to master.
5. Find a Mentor
One of the best tools for any salesperson can add to their stack isn’t really a tool at all, it’s a person. Mentors are invaluable for navigating your career and professional relationships. Unlike your boss, mentors really have nothing to lose or gain from your development. Find a mentor you admire and trust who you can build a long-lasting relationship with.
Want more great tips for cutting the fluff and closing more deals? Watch the full Call Camp on demand.