Author: Abhijit Kapuria

A good salesperson has more to offer customers than an exciting pitch. Theye are enthusiastic with resilience and spend time to know their customers’ needs, show empathy, and deal in confidence. They know how to handle rejection, and learn from both from success and lost ones.

Every successful salespersons are having following characteristics

• Delightful: The first impression must be positive, this is important to establish a relationship. As a salesperson, you should have a well-put-together appearance and an inviting demeanour.
• Enthusiastic: Being a good salesperson means you’ll put in the work, even when it gets tough. Having motivation to get the job done shows that you are passionate.
• Analytical: Friendliness is a good trait, you have to let your customers know you are prepared, too. Customers want to make deals with salespeople who are dependable, fact-driven, and likely to ask questions and deliver answers clients are looking for.
• Resilient: Sales numbers can vary time-to-time, but that doesn’t deter a good salesperson. Instead of getting discouraged, you’ll rethink your game plan and get back to work.
• Attentive: Good salespeople understand that each customer has different needs. Actively listening to their pain points can help to create a deal that your prospective client will value.
• Thorough: A good salesperson should be an expert in what they’re selling. Demonstrating that you’re knowledgeable makes you more reputable in the eyes of customers.
• Empathic: Connecting to your customers’ emotions can tell you what they really want from a sale. By appealing to their sentiments, you can meet their needs in new ways.
• Confident: Being confident in your product or service can make your customers feel more confident in it. The same can be said for how confident you are in yourself.
• Adaptable: Sales is a pretty volatile profession, and good salespeople are adaptable to those changes. Being able to pivot your approach, or manage time shifts are very useful skills in this field.
• Committed: Sales, it’s always a tough profession, but those who are hungry to succeed will strive toward their goals.

Now the question is how to become a Good Salesperson

1. Identify and stick to your buyer personas: A clearly defined buyer persona is crucial to an effective sales process. And a salesperson who sticks to that persona is effective in generating sales. They research the prospect to make sure they are a good fit. They stick to their ideal buyer persona and know exactly whom they are selling to and why.

2. Use a measurable, repeatable sales process: High-performing salespersons use a process that’s optimized to move as many prospects as possible from “connect” to “close.” They know the state of every deal in their pipeline, what actions they’ll take next, and when. At the same, it is very important for salespersons to review key metrics and adjust as necessary.

3. Know your product: Being able to sell is half the battle. Understanding what you’re selling is the rest. Nowadays that prospects have more access to information than ever before, they’re not fooled so easily. To gain their trust and add value to their lives, you have to truly know your product and why it’s valuable to your prospect.

4. Review your pipeline objectively: Effective salesperson doesn’t mark a deal as “likely to close” because the influencer likes them. They’re able to objectively review opportunities, avoid happy ears, and come up with accurate sales forecasts.

5. Find shortcuts and hacks: If a salesperson finds a strategy or technique that works, they use it repeatedly until it stops working. Reps are always working against the clock, which means the more time they spend experimenting, the less time they have for selling. Plus, there’s an opportunity cost. Try one thing that doesn’t work, and you’ve missed the opportunity to use something that does.

6. Practice active listening: Successful salespeople are completely present when they are with prospects. They’re not thinking about another deal, scrolling through mobile. They’re engaged – as a result, their conversations with buyers are deeper and more meaningful. Active listening may be one of the hardest skills to develop, as everyone cares more about what you have to say. However, it’s incredibly valuable. You will build stronger relationships & will unlock information that will help position your product as the best option.

7. Work hard: It’s 5 p.m. on the last day of the month or quarter. The B players have already left the office – they’re celebrating because they all met the quota. The C players are still in the office – they’re sending off last-ditch email attempts to prospects they haven’t engaged with them in weeks. The A players are in the office, too. They’ve already hit, but they’re still sending emails, scheduling meetings, and making calls. By laying the foundation for next month they always blow their goals out of the water.

8. Follow up: Many salespeople fail to effectively follow up after sending a proposal. They don’t even know if the prospect checked their proposal.

9. Personalize your message: Instead of following a script and approaching each prospect with a “one-size-fits-all” mentality, high-performing salespeople are committed to learning about a prospect to tailor their message. These salespersons understand the unique pain points their prospect is facing and can explain why their product is a good fit.

10. Shadow your peers: Want to improve your objection handling? Identify the salesperson who’s best at it within your company and ask if you can shadow a few of their calls. Learning from your peers is a great way to get better at your job while building strong relationships with your coworkers.

11. Practice your people skills: Excellent small talk is a learned skill – and one that’s crucial to success. Whether you’re at a housewarming party or a networking event, practice making other people feel at ease. Notice what makes them open up, zone out, and laugh, and take what you learn back to the office.

12. Be a team player: The best salespeople know it takes a village to build a career and a successful sales team. Help your colleagues, and know when to ask for help – that’s the key to a long, fulfilling sales career.

13. Know when to walk away: Know how much your average deal length is and use that as a guidepost for how long is too long to spend on one deal. There are expections to this rule, but if your average sales cycle is 45 days and you are working a deal going on 90, consider trying Sandler’s Reverse Negative approach.

14. Be honest: The days of telling customers anything to close are over. Don’t promise a feature that doesn’t exist, a price you can’t deliver on, or a service your company can’t do well. This might earn you a close, but it won’t keep their business, and you will end up with bad reviews. New research shows honesty can actually help you lead a happier life

15. Always solve for the customer: Don’t oversell your customer on services or features they don’t need, just to bump up your number. A consultative selling approach allows you to be honest with your customer about what they really need. It’s the right thing to do and you might be surprised how much it will benefit you when it comes to renewals and referrals.

16. Roll with rejection: You won’t win every deal, and some buyers just won’t like you. That’s part of being in sales. And while it’s important to be thoughtful about how you can improve, it’s crucial to move on easily from rejection. Expert’s suggest viewing rejection as proof you are pushing the limits. So, examine why you were not successful with your prospect and move forward.

17. Always ask for referrals: Salespeople know the easiest close often comes from a referral. Sales pro, Marc Wayshack, recommends asking for one introduction every day. The social proof is already there, initial outreach is direct, and sales cycles are often shorter. Once you’ve successfully closed, always ask for a referral and follow up quickly on those leads.

18. Stay balanced: Salespeople experience more highs and lows in a single week than most professionals do in an entire month. Some days, you feel invincible. Other days, you wonder if you even belong in sales.

Successful reps have learned to manage their emotions and stay somewhere in the middle. When things are going really well and almost all of their deals are closing, they remind themselves not to get too cocky. When business dies down, they tell themselves not to become demoralized: sales will pick up soon if they keep chugging.

19. Take breaks: In sales, activity is often correlated with results. The more emails you send, the more meetings you book. The more meetings you book, the more demos you set. The more demos you set, the more deals you close.

Many salespeople end up working 10-hour days every weekday and even putting in time on the weekends. Not only is this bad for your mental and physical health, it’s also unproductive. Breaks are scientifically proven to boost memory, focus and the quality of your ideas.

20. Get eight or more hours of sleep: Think you can get away with five or six of sleep? Think again. According to the American of Sleep Medicine, most adults need seven to eight hours of sleep per night. To be at your best on sales calls, prioritize your sleep.

21. Believe in what you’re selling: It’s easier to be passionate about – and sell – a product when you genuinely believe in it. The most effective salespeople actually use their product and believe in its value.

If you feel “meh” about what you’re selling, find happy testimonials from customers. Examples of how your product has improved people’s lives – in ways both large and small – will reinforce your motivation (and give you valuable social proof when you’re meeting with prospects).

22. Identify your strongest motivator: It doesn’t matter what drives a salesperson – they simply need to be motivated. Every top salesperson has a burning reason for showing up to work every day and giving it their all. Maybe they want to buy a house and must make at least 110% of the quota every month. Maybe they’re super competitive and always want to be at the top of the leaderboard. Maybe they need to prove to themselves they can do well in sales. Ask yourself, “What’s my #1 reason for wanting to be successful?” If you can’t immediately come up with an answer, you need to find that motivator.

23. View your customer’s success as your own: Salespeople don’t stop working as soon as the prospect signs on the dotted line. Instead, top reps touch base frequently with their customers to seek feedback and provide tactical suggestions. Customer’s success lets reps know what strategies work, forms client relationships, and drives customer advocacy for your business.

24. Build personal relationships: Dan Tyre, one of the best salespeople I know, is a relationship builder. Tyre connects with people everywhere he goes – not in the surface-level, LinkedIn way, or the “let’s exchange business cards” way, but in a genuine, human way that makes you want to talk to him again. As a salesperson, relationships are your capital. You don’t need Don Draper levels of charisma; on the contrary, a desire to help goes a lot further than a magnetic personality.

25. They prepare ahead of time: An effective salesperson prepares before a call. That means they do research on their prospect and gather all the information they need before a big customer meeting. Top reps don’t wing it. They go in with a plan and a contingency plan. This way, they anticipate challenges or questions and prepare an effective response to avoid losing the sale.

26. Look for potential customers wherever you go: To over-perform, you can’t stop being a salesperson as soon as you leave the office. Successful reps are always looking for potential customers – at parties, networking events, dinners, and so on. Of course, you have to read the room. Should you deliver a five-minute speech about the importance of life insurance at your Cousin Jack’s memorial? Definitely not. But if you’re talking to your new friend Greta, and she mentions she’s in the market for life insurance, give her some handy pointers and let her know you’d be happy to talk more in depth.

Put these Habits into Practice to become a great salesperson. There’s not one single way to become a good salesperson, but the habits mentioned above are essential to providing a positive sales experience to your customers. Demonstrating that you have passion, knowledge, self-determination, and adaptability can take you from an average sales rep to a high performing success story.

#1. Write in the Tense You Sell In. It Starts With Avoiding the Past

For the sake of business, don’t dwell in the past. If it happened there, then that’s where it stays. In the past. Discussing the past when selling is forgetting you exist now with a solution at hand. You get one chance with writing. Going back is not moving forward. It’s not taking action.

Talk about today and what your vision makes of tomorrow. Not what tomorrow “will be” but what your ambitions, product or service says it is.

And I’m not suggesting the past is escapable. The secret to talking about it without rambling on is in the power of “ed.” The “ed” is a suffix. You know, like talked, walked and called. “We talked yesterday,” is more direct than, “Our conversation yesterday is when we spoke.”

Notice how the absence of “ed” forces more to be written in that sentence. Using “ed” eliminates the clutter. The B.S. from your writing. Extensive details about the past are rarely necessary anyway. So “ed” only leaves you with what’s important. Think in absolute terms, so your readers know EXACTLY what they must do today.

#2. Write with certainty, avoid “was,” “might,” and “would”

If he “was” going to do something, then he won’t or hasn’t yet. Bear with me. If you “will,” then the outcome is uncertain. Think about it. You either “are” or “aren’t.” Anything you “would” do has a strong chance of never occurring. Whenever you write that something “is to be,” it’s because reality, as in this moment, says it’s not.

I hope you’re catching on. These are simple shortcuts that keep you from going around in circles as you sell with sentences. No one online has the time for “maybes.” So to write with certainty, avoid “was,” “might,” “would” and phrases like “to be.”

Those tend to go nowhere.

You can eliminate “will” while we’re at it. Sentences that sell. …use “will” to convey power only. Or one’s will power. The other means “possibly.” Here’s what you use instead: “are,”

“am” and “is.” The sun “is” hot. I “am” hungry. You “are” here. Healthy sales conversions depend on that brevity.

#3. Cut Out %50 of Your First Attempt At Selling With Words

This is trial by fire for the uninitiated. Professionals understand it, but it’s truth is vague without trial. No matter how pretty a sentence is, if it’s the first time you wrote that particular sentence, cut out 50 percent of it. That’s a minimum. Do more if you can. Close your eyes if you have to, but deal with the pain because you must.

Sentences with clutter don’t convert well. Their message isn’t optimal. Beginners feel conversions are perfected the first time around. Here’s the thing, sentences carry more weight than necessary at first. ALL sentences do! So pros give them a makeover as they’re committed to paper. A CTA is more powerful slimmed down to important points only.

#4. The Difference Between Latin, Anglo-Saxon and Which Converts best?

You weren’t taught it in school. This is a history lesson that converts. Consider these languages: Latin, Italian, Spanish and English. Each conjugates differently though the words are often similar. They’re variants of the same in many ways. We, we’ll stick to the words of the Anglo-saxons.

Here’s why: Words like determination–or others with four to five syllables–come from Latin derivatives. The Latin words that are snobbish and overly intellectual. Seriously. Here’s an example: “The exceptionality of independently existing without the departmentalized features of imprisonment is an establishment for exhilaration.”

These are words that have “dent,” “ment” and “tion.”

And that multi-syllabic sentence above actually makes sense. It’s just too much for anyone to deal with. That’s where the Anglo-saxon words come in. They’re optimized by today’s technology. The Anglos inhabited Britain. Their English was short, one to two syllables words that express all under the sun.

Like plate, bed, hope, saw, walked, bead, ate, slept and loved. Those are the words your readers connect to when buying. They say everything with less.

#5. A Verb Sells a Noun as an Auxiliary Sells a Pronoun

Here’s where you get confused. It’s not your fault though. We use grammar based on our education. For example, verbs and nouns are related. Everyone knows what a verb is. It’s the action that a noun takes. Everyone knows what pronouns are. But few people can tell me about auxiliaries.

Hmm. …

I call auxiliaries the pronouns of verbs. Or the verb’s version of pronouns. Pronouns represent a noun without referencing the nouns’ name. They help avoid, ” ‘Gary’ was sad when ‘Gary’ got home and into ‘Gary’s’ bed where ‘Gary’s’ blanket was.” We write sentences that sell by eliminating that.

With pronouns: “He was sad when “he” got home and into “his” bed where “his” blanket was.”

The same effect occurs with auxiliaries. But auxiliaries take place of actions.

They improve sentences that use flowery verbs, complexity or useless repetition. Some auxiliaries include, “am,” “are” and “is.” “The dog ‘is.’ ” Without that auxiliary to shorten the dog’s verb of being, often you get: “The dog stands there with brown fur and breathes heavily while thinking of food.”

The first sentence uses three words. Without “is” to substitute the dog’s many verbs, you get standing, having fur, breathing, and thinking. Not only do readers want less naturally, but technology makes a greater need for it. No one has the time or wants to give it online. To improve your sells with less written in the first place.

#6. Define Your Subject But Start With It To Get It Sold

As an editor who’s managed up to 12 writers at once, I’ve seen a lot. In attempt to sound cool or be creative, we make our biggest mistakes. With poetry or funny Twitter statements, the rules might change. But we need rules to improve conversions.

Being vague about a subject is common. But getting an action from readers requires forward thought. Front and centered. There are two rules to achieve this. Rule one is leading with the subject. Writing about “Doris the cat” means you start the sentence with “Doris the cat.” For selling’s sake.

The second rule is “one thought.” Your subject is defined. Now keep one thought to it. That’s one thought per sentence. Having more is too risky. Especially if you’re not a professional. Write sentences with one thought when you’re selling. Mention the subject of that thought first, and start with it.

#7. Throw Out Your Dictionary! Pitch With A Damn Thesaurus!

Dictionaries tell you what words mean, but a thesaurus will tell you how to use them. Trimming sentences down is best done with one word to substitute many. There’s usually one word to do it. Visit my Twitter profile, and you’ll find the quote: “One word to say it beats out ten that sound good.”

But that means nothing if you can’t find the right word. Find it with the help of a thesaurus. Casually read one now and then. Get in the mindset of inherently knowing the substitutes. While you’re writing, have a thesaurus handy. With a digital thesaurus or one online, you type a phrase in. The best single word match then appears.

Readers appreciate it. They don’t have to think about pulling out their credit cards. They’ll know it’s exactly what you meant by requesting it.

#8. Yes. Vernacular Does Not Convert Well

What we’ve covered deals with common habits WE all have. What tradition taught us. Instead, think outside that box. Stop. Look at what you wrote. Take it out if it resembles typical language. “A bird in the hand is better than two in the bush,” is an amazing proverb. But the same person benefits with, “This option is better.”

Flowery prose is your enemy when convincing readers to act. It misdirects them from the quickest resolution.

#9. What IS The Action Verb’s Leverage to Sell Anyway

There are two types of verbs. One is passive. The floor that gets walked upon, or the tree that gets watered. The other does the action. That’s the person who walks on the floor, or the one who waters the plant. It’s the difference between the kid who got punched and the one actually doing the punching.

If you got hit, you were passive. But doing the hitting makes you active. Writing sentences that sell requires an active voice. A way of writing where solutions and ideas behave. The reader never impresses behavior on them. Sentences that take charge sell. Those that lack surety fall prey to whims and fancies of the reader.

#10. How In One Shot, YOU Write Sentences People Buy

Here you close your eyes. Pray. Think less when seated to write. No fancy skills required. Writing is never perfected the first time. There’s a process involved. When in it, aim to use little. Write ten sentences in one paragraph for example. Make each five words, no more and as an exercise. Don’t worry about coherency.

It’s only important to think of proving and not suggesting. Confirming and not asking. Clarifying and not assuming. The above guide is for referencing while editing your work. Until you get the hang of it and it comes naturally. Until you see readership improve, conversions increased and sell happen more often.

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105. 15 Surefire Signs You Made It As _____ (an entrepreneur, retiree, parent, photographer etc)
106. 17 Things That Happen When You Fall In Love With A _____ (blogger, Yankees fan, golfer, entrepreneur etc)
107. 7 Awesome Things_____ Shouldn’t Feel Bad About Enjoying
108. 60 Wonderful Things For _____ To Rejoice (bloggers, golfers, web designers, babysitters, etc)
109. 12 Things I Dislike About _____ (blogger, web designers, online dating, photography etc)
110. 15 Things That Show You’re _____ (From California, A blogger, an entrepreneur, retired, married etc)
111. The 7 Good Things About _____ (being an entrepreneur, blogging, riding horses, etc)
112. 42 Undeniable Signs You’re (A blogger, an entrepreneur, writing clickbait, wealthy etc.

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You need to get people’s attention to your lead magnet, which means you need to drive traffic to the lead magnet.

In this email, we’ll briefly discuss it because this is something you all know very well and very proficient with.

To set up your lead generation campaign, you need

• your audience
• lead capture and lead magnet delivery mechanism and
• a traffic campaign

Let’s talk about each briefly.

1. Audience

You should have this covered because you already know who your audience is and defined them while creating the lead magnet.

2. Setting up lead generation machine

Once you have decided the audience, you should set up your lead capture and lead magnet delivery mechanism.

This involves:

• a page that people can visit, learn about your lead magnet.
• A lead form your audience needs to fill before they can access your lead magnet.
• A thank you page where you deliver the lead magnet.
• An email software or CRM tool where you store the leads.
• An integration connecting your squeeze page to the email software

I’ll quickly explain each one.

A. Squeeze page:

Squeeze page or landing page is where you put up the details about your lead magnet.

You can use one of the landing page tools like OptinChat or Unbounce or tools like Thrive or Elementor.

There are plenty of tools out there. You can learn more about them in detail in my digital marketing tools training program.

You can pick whichever suits your need and budget.

B. Lead Form:

Your lead-form plays a crucial role in your lead generation performance.

The number of leads and the quality of your leads you get is directly proportional to the number of fields in your lead form.

If you want more leads, you should limit your lead form to one or two fields max. You can ask for an email address only or the first name and email address.

But if you are a b2b business with a longer sales cycle, you might need to collect more details like name, email, business type, website name, profession, number of employees etc.

As the number of details, you ask increases, the number of leads you get decreases, but it also increases the quality of the lead.

C. Thank you page:

The third component is the thank you page that comes after people fill in the details.

What goes on this page depends on how you deliver the lead magnet.

If you are delivering the lead magnet immediately after the form is filled, your thank-you page can give the download link or a link to access the lead magnet with instructions on how people can access the lead magnet.

If you are delivering it via email, you can instruct the leads on how to confirm their email subscription to get the lead magnet and whitelist your email address.

You can also use this page to ask them to connect with you on different social networks.

Or you can share testimonials from your happy customers.

This probably is the most underrated page ever been used in lead generation.

D. Email or CRM tool:

The next is the email or CRM tool.

You need to communicate with your leads, aka email list.

To communicate your email list you need to send them emails – indoctrination sequence that introduces you and your product or services to them, nurturing series that educates them about the problem and solution, and a sales sequence that persuades them to make the purchase.

You need an email platform or tool to send the emails, tag the audience as they interact with your emails, and so on.

Now you might need a simple email platform or a full-fledged CRM depending on your business, sales cycle etc.

The last thing is integrating all these pieces.

E. Integration

You need to connect your squeeze page to your email tool and thank you page etc.

You need to automate the entire process, so when your lead submits their detail, his details are posted to your CRM or email tool, and he or she also gets the lead magnet delivered.

Most of the landing page builders and email tools have the facility to integrate these things.

But if your tool doesn’t have native integration, you can connect them and make them talk with external apps like Zapier.

And there you go.

Your lead capture and the delivery machine is ready.

And you don’t need to worry much about the cost of setting up this machine. You can set up this mechanism or system without spending much or even free.

The email tools are free up to a certain number of leads, and landing page tools are free to start with some traffic limitations. And so on.

Ok, so, you have the lead magnet and the lead capture/delivery machine ready.

3. Traffic

Next comes the attention, aka traffic part.

You can choose either the less-cost, more-time consuming organic approach or more- cost but quick results paid approach to drive traffic to your landing page.

I’d recommend the paid approach because it can help you validate your lead magnet idea and audience quicker, helping you make sure you are on the right track.

Because the organic route takes a while to get the results, and it might delay validating your idea.

It might be crucial to validate your idea as early as possible because if your idea/audience is wrong, you might have wasted your precious time on the wrong idea.

Regardless of the approach you choose, you also have to select the platforms or networks and formats.

You need to decide whether to focus on Facebook or Twitter or LinkedIn or Instagram as your primary channel for organic or paid promotion.

You also need to decide whether you want to go with text first content approach or video first approach or audio first approach for organic approach.

That’s it.

You are ready to drive traffic to your lead magnet and build leads.

With that, you are half-way on the lead generation game.