the 7 traits of successful sales hunters

The 7 Traits of Successful Sales Hunters:How to Consistently Outperform Your Competition

Most sales reps are mediocre.

FACT

Others know what it takes to get a leg up, and consistently outperform the crowd.

There are 7 traits that separate successful sales hunters from the competition...

...can you name them?

CREATIVE

ASSERTIVE DECISIVE

COMPETITIVE

Which of these traits is among the TOP 7 behaviors of successful sales hunters?

TRAIT No. 1:Be Assertive

WINNING TRAIT:

WHY IT WORKS:

Assertiveness

Your prospects want someone to give them honest advice about how to solve problems and address priorities without being coddled or “sold to.”

Assertive sales reps successfully strike that balance. They are willing to step out of their comfort zone to give their prospects what they need, rather than serve their own interests.

THE ASSERTIVENESS “SWEET SPOT”

Too UnpredictableToo Risk-Averse

Don’t Care Enough Too Competitive

Too Sociable Too AggressiveASSERTIVE

ASSERTIVE

ASSERTIVE

Even as you use assertive behavior, remain mindful of rapport-building with your prospect.

Don't let your competitive urges overtake the need to be professional and tactful. Always strive to earn your

prospect’s respect and trust, not just to close another deal.

Wise Guys Tip

SAVVY QUESTIONER

PROSPECT PAIN DISCOVERER

COOL HEADED NEGOTIATOR

RELIABLE PROBLEM SOLVER


TRAIT No. 2:Discover Your Prospect’s Pain

WINNING TRAIT:

WHY IT WORKS:

Prospect Pain Discovery

Your prospect needs a reason to buy.

The better you help quantify your prospects' pain—and its intensity—the greater the need to eliminate the pain with allocated dollars.

Pain that's acutely felt leads to action.

Ask probing questions, analyze the answers, and use your powers of deduction and empathy to help your prospects realize just what "pains" them:

PAIN QUESTIONS

“If changing your approach isn’t a top priority right now, what are your top

priorities?”

“Wow, I don’t hear that very often. Can you share some of the details

of what you’re doing so I can understand what’s working so well

(and maybe use it for myself!)?”

“I hear that a lot. What’s the one thing

you would change about your process if

you could?”

“It sounds like your process is firing on all cylinders! Are there things about your process you

wish were better?”

“It sounds like things are going pretty well. Are you ever concerned

about [INSERT COMMON PROBLEM]?”

Even in a soft economy, when your prospect believes he has a problem worth solving, “no”

budget may become a “found” budget.

And the tougher the economic climate, the greater the likelihood to uncover pain.

Wise Guys Tip

KNOWS PROSPECTINSIDE & OUT

BUILDS STRONG RELATIONSHIPS

FOCUSES ON RESULTS

COLD CALLS CONSISTENTLY


TRAIT No. 3:Cold Call Consistently

WINNING TRAIT:

WHY IT WORKS:

Consistent Cold Calling

Successful sales hunters don’t wait for prospects to find them.

Targeted, efficient cold calling is a critical component of any proactive sales regime. If you cold call consistently—and effectively— you’ll fill your pipeline faster. If you don’t, you’ll lose opportunities to the competition.

COLD CALLING STATS

...of successful connections require

6-12 “touches” (more cold calls = more

touches = successful connections).

78%

...of sales are made on the first contact,

while...

...of sales reps quit after the first “no”

(sales reps who cold call persistently have a leg up on half of the

competition).

..are made on the fifth through twelfth

contact (a well-placed cold call can

dramatically increase your success rate).

2% 80% 44%

If you’re struggling to make calls, try the “5 After 5” Rule:

Set a daily goal to make 5 calls after 5pm. You’ll be able to go about your daily routine without having to find time for cold calls... and you may find that your prospects are

more likely to be at their desks.

Wise Guys Tip

EXHIBITS EMPATHY

PLANS THESALES PROCESS

CONTRIBUTES TOTHE TEAM

DEFTLY MANAGES CONFLICTS


TRAIT No. 4:Plan Your Sales Process

WINNING TRAIT:

WHY IT WORKS:

Plans the Sales Process

While the outcome rests with your prospect, the process is within your control.

A focus on process creates an optimal dynamic for both you and your prospect. If you deliver what you promise in terms of insight and value, you’ll earn your prospect’s trust and respect… and a lot more sales.

KEY ELEMENTS OF THE SALES PROCESS

Rituals & Processes

How do you connect with prospects? Generate

leads? Land clients? Find what works, then

replicate and refine.

Tools & Technology

High-quality tools (databases, CRMs)

enhance your ability to generate new business,

and demonstrate a commitment to success.

Language & Communication

Verbiage that’s unique to your team and ongoing

communication reinforce your process and engage everyone in its success.

Social Structure

Managers who also sell and high commission

rates for reps engender mutual respect and pride

in the craft of sales.

Regular sales meetings are a great way to reinforce your sales process.

Have each sales rep review their bests and worsts from the past week. You’ll generate dialogue about what’s working,

what isn’t, and how to constantly refine and improve.

Wise Guys Tip

Which of the following would a successful hunter be MOST likely to say?

“I have boundless energy and stamina.”

“I’m proud to serve my clients as a B2B sales rep.”

“I am 100% confident in my abilities.”

“I set goals, then I achieve them.”

TRAIT No. 5:Consider Sales Your Profession

WINNING TRAIT:

WHY IT WORKS:

Professional Sales as Career Identity

The sales profession faces an uphill battle in terms of buyer perception. Sales has earned a spot among the least trustworthy professions.

Avoid falling victim to the same misperception. If you take pride in your job as a sales rep, you’ll stand out from the crowd, and be more likely to create long-lasting and mutually beneficial professional relationships.

WHAT MAKES A SALES PROFESSIONAL?

Sell your unique insights: offer knowledge and expertise in addition to your product.

Keep learning to hone your craft: seek to understand more about your product and your prospect.

Serve your client, not yourself: solve problems and address priorities—don’t push a solution that doesn’t fit.

Stop thinking of sales as a “job.”

Think of sales as a profession—on par with doctors, lawyers, scientists, chefs, and entertainers—whose primary goal is to help people solve problems and

address priorities (rather than merely sell stuff).

Wise Guys Tip

LIKEABLE & SOCIABLE

THOUGHTFUL LISTENERTRAINING INVESTOR

& PRACTITIONER

EMOTIONALLYOBJECTIVE & COMPOSED


TRAIT No. 6:Invest in Training

WINNING TRAIT:

WHY IT WORKS:

Training Investor & Practitioner

Often, the difference between winning and losing is a very small margin.

Sales hunters who seek an advantage by investing in training expand their horizons, learn more about what works and what doesn’t, and gain a critical edge over their competitors.

SUCCESSFUL BUSINESSESAVERAGE BUSINESSES

...invest just 3% of gross sales in training.

...reinvest almost 10% of gross sales in training.

Training leads to more than just closed deals.

Use training to create a consistency in your approach to the sales process. Your prospects and clients will interpret that consistency as credibility,

longevity, and a commitment to success.

Wise Guys Tip

CONSISTENT ROLE PLAYER

STUDENT OFPSYCHOLOGY

BIG PICTURE THINKER

LIFELONG LEARNER


TRAIT No. 7:Role Play Consistently

WINNING TRAIT:

WHY IT WORKS:

Consistent Role Playing

Role playing for sales reps is like the practice field for athletes. Reps who practice more perform better when it matters.

Sales hunters who role play are better equipped to handle the most challenging sales situations with poise and professionalism, and to convert hard-to-get prospects into clients.

ROLE PLAY TIPS

Practice a range of different scenarios (different titles,

company types)

Take turns playing the sales rep role, prospect role,

and “fly-on-the-wall” role

Offer positive feedback before, and more frequently than,

negative feedback

Make it challenging without being embarrassing

Engage both managers and sales reps

Review recent real world challenges

Remember to practice harder than you play.

Interrupt. Nitpick. Express skepticism. Ask for clarification. If you make your role play scenarios especially

challenging (while keeping them realistic), the real thing will seem easy in comparison.

Wise Guys Tip

INSIDERS

© Business Wise Inc. 2016

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