11 sales secrets TOP SALESPEOPLE don't want you to know

Top salespeople operate with specific strategies and tactics that give them an edge in the competitive world of sales.

But what are these secrets, and how can you use them to get ahead of your competition?

In this blog I'll give you 11 sales secrets that TOP SALESPEOPLE don't want you to know so you can level up your sales game and become THE top performer.

Sales secret #1: Be present

Top salespeople know that the most important thing to do when speaking with a customer is to be FULLY present. Remember this, when you're in your head you're dead. So forget the script and activate your natural selling ability by staying focused on your customer.

When you're present with your prospect, this shows them that you actually CARE. You care about their problems, you care about finding the right solution for them and delivering it in a way where the prospect REALLY feels it's the best fit for them.

This is a skill that you must practice and always develop. Become hyper-aware of your customer's body language and try to feel the energy of the conversation. People can tell if you're not present, so be sure to stay focused and engaged during your conversations.

I'll be real with you, being fully present is mentally exhausting, but this is what we get paid the big bucks for. So lock in! You'll form a real connection, you'll build trust, and start the relationship off on the right foot.

Sales secret #2: Focus on the process, not on the outcome

So to sell effectively and achieve the outcome you desire in a conversation, it's important to focus on the process and not get caught up in the end result.

If you're experienced in sales, you know that there are a lot of variables when it comes to closing a deal. So while you should have an end goal in mind, focus on the process and don’t get too attached to the outcome.

Losing sight of the process and becoming too focused on the end result can lead to a lot of stress. In my Sales Community for Closers, we focus on taking things one step at a time, building relationships with customers, understanding their needs and problems, and offering solutions that they feel are valuable.

This is an essential mindset when it comes to selling successfully. So be sure to come up with a plan and stick to it. If you don't have a plan, then you should definitely click the link below to join my community and I'll help you come up with one.

Sales secret #3: Have a process and follow it

So great, now that you have a process in place, it's essential that you follow it. A process is only as good as the follow through.

Top salespeople have a specific way of doing things and they stick to it. They know that having an organized process will help them consistently close deals, while also helping them save time and energy in the long run.

This doesn't mean that they don't leave room for creativity and improvisation. Rather, it's about having a structure to follow in order to maximize efficiency and make sure you're not leaving money on the table.

So create a process for yourself – one that is proven to work – and stick to it. Remember, consistency is key in sales and breeds success. Like any other endeavor, if you take the time to create a process and apply it to every situation, you will eventually succeed.

Sales secret #4: Have good intentions

Your intentions matter in everything you do, especially in sales and interactions with people. Think about it, when someone has bad intentions and they're just trying to make a quick buck, it's easy to tell. No one likes being sold to and it can be really off-putting when your intentions are not genuine.

Your intention must be to empathize and care about your customer's needs. When you can understand and connect to the customer, you will be able to offer a solution that they actually feel is valuable.

Focus on doing the right thing in sales, otherwise you will quickly lose customers and your reputation. Have good intentions, be honest and real with people, and you will be able to build meaningful relationships that will last you a lifetime.

Sales secret #5: Always stay honest throughout the sales process

While intentions are important, it is absolutely essential that you stay honest throughout the entire sales process.

Honesty establishes trust with your customer and goes a long way in any kind of business relationship. You don't want to fool anyone or leave out vital information in order to make a sale.

Misleading practices will eventually lead to lost revenues, retracted commissions, and a damaged reputation. Honesty is always the best policy in sales. This means being honest about what your product or service can and cannot do, as well as the cost and timeline associated with it. And remember, it's perfectly OK to walk away from a deal if you REALLY can't solve a problem.

So for the love of god, be transparent about any potential risks or pitfalls that may arise along the way, and have an open and honest conversation.

This is not a should do, this is a MUST do. Honesty is key in any kind of sales interaction.

Sales secret #6: Challenge your prospect

Top salespeople know that it's important to challenge their prospects throughout the sales process. This doesn't mean being rude or aggressive, but rather it's about helping them come to their own realization that they have a problem and your product is the solution.

Challenging a prospect forces them to think about what they truly need and how your solution can solve their problem. It also makes them realize that you're not just trying to sell them something, but rather you're taking the time to understand their needs in order to offer the most appropriate solution.

Challenging your prospect can be a powerful tool for uncovering what they want and need, which in turn can help you close the deal faster.

So now you might be asking yourself, "how do I go about challenging my prospect in a way that won't ruin rapport or the deal altogether?

Believe it or not, you do that by following Sales Secret # 7, ask the hard questions.

7. Ask the hard questions

I'll be straight up with you, when I was first started out in sales I was scared to ask the hard questions. I didn't want to come across as pushy or aggressive, and I definitely did not want to come off as rude.

Unfortunately this type of mindset will get you nowhere in the sales world. You're gonna end up wasting a lot of time, having way too many surface level conversations, and as a result close less deals.

Here are a handful of examples of the hard questions that you must ask:

• What is your biggest challenge that you're running into now with X?

• How has this impacted you, your business, your customers?

• What happens if you end up not solving this problem you're facing now?

• If I can solve for this issue, would you be willing to start working towards those goals together today?

These types of questions are the foundation for any successful sales call. Asking the hard questions helps you get to the root of a customer's problem, which you must clearly understand in order to deliver a killer pitch.

So get out of your comfort zone and ask the hard questions. You'll begin to have more meaningful conversations and you'll close deals faster and more efficiently.

Sales secret #8: Listen more, talk less

The most successful salespeople I know are the ones who do more listening than talking. They take the time to ask questions and really listen to their prospect's answers.

From a human nature standpoint, when a prospect feels heard this establishes a common ground. Meaning, they are more likely to trust you and will feel comfortable opening up and sharing more.

Listening allows us to really understand our prospect's needs, wants, and pain points. Once we've identified these essential components, then we can execute on Sales Secret #9, which is to tailor your sales pitch to the individual, so it resonates with your prospect on a deeper level.

9. Tailor your sales pitch to the individual

There is nothing more cringe than a cookie cutter one-size-fits-all pitch. Top salespeople know that no two prospects are the same and as a result, they must craft their pitches to fit the individual.

In order to do this effectively, you to understand 3 things:

What does their current situation or process look like?
What are the problems and impact of those problems that their currently facing now?
What are their goals over the next 3, 6, 12 months?

Once you understand these 3 things , then you can deliver a pitch that is tailored to them.

You can focus on how your solution solves their current problems, how you can help them achieve their goals, and the outcome they'll experience once they implement it.

That's what a great sales pitch looks like. When you tailor your message to the individual, it builds trust and increases the likelihood that you will close the deal.

So take the time to really get to know your prospect and tailor your pitch accordingly. That's how you stand out from the competition and close more deals.

Sales secret #10: If you don’t close then establish clear and meaningful next steps

If you're selling in the B2B space, the reality is that most deals won't close on the first call.

That said, it's important that you don't just leave those conversations without a game plan in place by saying something like: "Thanks for your time. Let's touch base in a couple days once you get the approval to move forward"

No, absolutely not. What you need to do is make sure that there are mutually agreed upon next steps in place before ending a call.

Why? Because next steps are the glue that holds the whole deal together.

Top salespeople know that it's essential to have a clear plan in place in order to get the deal over the finish line. This plan should be discussed in detail at the tail end of your conversation so that everyone is on the same page.

Think about it, if you establish clear and meaningful next steps with your prospect that are mutually agreed upon then you never have to "follow up", "touch base", "or "circle back" ever again. You can eradicate these 3 phrases from your vocabulary entirely.Both you and your prospect will know exactly what needs to be done and when.

So whenever you finish a call, make sure that you establish clear and meaningful next steps in order to move the deal forward. That's how you're gonna start closing more deals faster.

Sales secret #11: Ask for the business

It boggles my mind that some salespeople don't understand that if you never ask for the business, you will never close the deal.

At the end of your conversation, if you find out that your solution truly does solve your prospect's problems AND help them achieve their said goals, then don't be shy or hesitant...ask for the damn business!

You don't want to be that rep that has to tell your boss "well, I'm not sure if they're ready to move forward yet" or "I didn't want to seem too pushy". No! Simply explain to your prospect how the process works and then ask them if they're ready to rock and roll and get things going.

It's that simple, don't forget to do this. If you mess this part up then all the work you've done leading up to this point will be rendered useless.

So there you have it! Now you know the 11 sales secrets TOP SALESPEOPLE don't want you to know. From getting to know your prospect and tailoring your pitch for them, to establishing clear and meaningful next steps and finally asking for the business - these are all methods that will give you an edge over the competition in any sales environment.

Do work!

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