Here at Anthony Cole Training Group, we are always striving towards helping our clients achieve sales success. We interviewed our Sales Development Experts for a curated list of how to be successful in sales for 2021. Their advice includes successful sales traits, habits, and characteristics. Use this detailed resource to your advantage, and boost your sales success in 2021!

How to Be Successful in Sales

Salespeople are measured against one thing and one thing only; closing deals.  However, salespeople know that there's so much more to getting results than picking up the phone and calling.  It takes a combination of attitude, work ethic, and personality to be a good sales person.  It's not easy being a salesperson, but if you can possess some of these traits and habits, you're on your way to becoming a more successful salesperson.

Successful Sales Traits

trait: a distinguishing quality or characteristic, typically one belonging to a person.

1. Commitment
   Oftentimes, one of the reasons salespeople struggle to see great sales success is because they aren’t as committed as they need to be. Be willing to try and do whatever it takes, even when you are uncomfortable.
   
2. Have an attitude of success
   Selling can feel like a solitary pursuit and you need to believe you will get there. Half the battle of success in sales is owning your own style and having faith in your skills, knowledge, and abilities. If you believe you will win, your likelihood of winning increases substantially.
   
3. Do the work
   Selling is hard work and cannot all be done sitting at a computer. Get out and meet with current clients to leverage the relationship and ask for introductions. Also, attend networking events to meet different experts in your or target industries.
   
4. Have a sense of urgency
   Send the follow-up email the first time you think of it. Make the return phone call when you first get the message. Work when your competition isn’t.
   
5. Stick to the schedule
   Different things can get in your way daily- emails, internal meetings, proposals, etc. Highly successful salespeople build and stick to a time-blocking schedule religiously. Identify what your key activities are when the best time is to do these activities and build a schedule you can live by.
   
6. Never Answer the Unasked Question
   One of the key sales characteristics that elite producers have is the ability to only answer the question in front of them. Salespeople will often get ahead of themselves, fall into pitch mode, and divulge too much information too quickly.
   For example, when a prospect asks “how big is your company?” they usually aren’t concerned with how many employees there are or how many locations you have. They are trying to identify if you have the bandwidth, expertise, and/or time to work with them. The key is to slow down, take a breath, and ask for clarification before answering.
   
   

Successful Sales Habits

habit: a settled tendency or usual manner of behavior

1. Stop worrying about selling and focus on helping
   Stop offering to come by and visit the prospect and instead ask “would you find it helpful if….”  Ask prospects what you can do to help them without regard for whether or not there is a sale involved. It is why the 3-step inoffensive close ends with:  Do you think I understand your problem? Do you think my firm can help you solve your problem? Do you want my help?
   
2. Every exit is an entry somewhere else
   Don’t give up or be let down just because someone said no – maybe they can help you with a referral or you’ll land a client with that next phone call or meeting after the discouragement.
   
3. Have a sales goal that you are committed to reaching
   Most salespeople focus on just hitting their year-end goal, not exceeding it. When you strive towards an extraordinary goal (roughly 20% above your year-end goal), and that’s your only focus, even if you don’t hit it, you will likely meet or exceed your company goal.
   
4. Be OK with “no”
   It frees up the conversation and lowers the walls of resistance when the prospect knows that it is OK for them to say “no.”  There are three different parts in the sales process where the salesperson should be letting the prospect know it is OK to say “no”: (1) on the phone setting up the first appointment, (2) at the last meeting before the proposal is delivered and then finally (3) at the meeting where the proposal will be shared.
   
5. Be a giver
   Support your internal partners as they prepare for conversations and presentations. Make sure that your ‘selling’ is all about asking great questions and listening to understand so that you can help your clients grow (vs sell them something).
   
6. Build a rapport
   To many, bonding and rapport means liking the same sports team, enjoying the same weekend activity, or frequenting the same restaurant as a prospect. To us, bonding and rapport means proving you deserve a seat at the table. Your proven benefit and value are more critical to developing trust and relationships than similar taste in food. Ask your prospect what the key challenges for their business and industry are for the year or what is in the way of their growth.
   
7. Utilize social networks
   LinkedIn can be your best fishing net and your best safety net. Use social networking sites like LinkedIn to make connections and develop relationships, as well as explore new opportunities.
   
8. Develop yourself as an industry expert
   Continue to educate yourself on new trends, the changes in your market, and developing different techniques. This will help you stay relevant in your space and position yourself as a leading professional.
   
9. Celebrate the successes
   It’s difficult to win these days so don’t forget to enjoy those moments- no matter how big or small. Every sale gets you one step close to hitting your personal and professional goals.
   
   
   

Successful Sales Characteristics

characteristic: a feature or quality belonging typically to a person

1. Persistence
   Stay with it whether it is making calls, following up, or following through. What we know is 80% of sales are made between the 5-12 outreach to a prospect so persistence to win business is crucial.
   
2. Be coachable
   In other words, be willing to admit there is a lot that you don’t know and always ask for help.
   
3. Be resilient  
   Don’t let prospects squash you with think it overs, stalls, objections, and “no’s”. There is always another door to try- it’s just about asking the right questions of the right person at the right time.
   
4. Don’t get in your own way
   Eliminate roadblocks and excuses from your headspace. Don’t let the anxiety of being turned away keep you from picking up the phone. Don’t allow internal “noise” interrupt what you get paid to do- which is hunt, qualify and close business.
   
5. Don’t get happy ears
   Don’t let soft buying signals like “This looks great. It makes a lot of sense. I’m interested” rush your process. Keep a level head and really drill down with your qualifying questions to identify if a prospect is really interested or just blowing smoke.
   
6. Be unique
   Those that don’t look, sound, or act like the other salespeople in the marketplace have greater overall sales success. Follow the sales process, remain professional, but don’t be afraid to be yourself. The “human element” is what makes a difference in closing more business.
   

We hope this helps you achieve greater sales success in this coming year! Successful selling in 2021 from your friends and partners at Anthony Cole Training Group.  Call us if you need help!

The best cold calling strategies involve doing the work necessary to warm your cold calls up.

In this blog, we discuss the top 5 cold calling sales tips that you can implement into your sales process today.

I like my house cold at night and my wine slightly chilled, but I don’t like cold calls. Who does? But it must be done. We must make chilly outreaches, and they can still be productive (and even fun). In this article, we’ll cover ways to stay positive and attract more sales with our cold calling strategies.

Cold Calling Sales Tip #1: Warm It Up!
First, don’t let the cold stop you! All salespeople have the job of prospecting, finding new potential clients that they can help. Therein lies the cold call sales tip #1. Identify, find, and reach out only to those you know you can help, and then it won’t be so cold. I call on associations and groups where our sales development experts can help their members with sales leadership strategies and tools. I make cold calls on those directors in charge of events and education. I start with their website and find out what events they are working on that align with what we do. I personalize every communication (warming it up) to their association and event and ask the question – could we be a resource for you? I provide examples of how we have helped other associations with similar events. l also look for connections we have to that association. Who could reach out and introduce us as a trusted resource?

Cold Calling Sales Tip #2: Find Advocates
So that is cold call sales tip #2 – find out who can put a good word in for you. You may find the prospect, but maybe your current client or someone you used to do business with can get that door opened more quickly. That is a cold calling strategy that top performers utilize daily – they have their advocates open the door and build trust for them. When you find your next prospect, research them, make sure you can help them, and find someone who can put a word out in your favor – and don’t forget to thank your advocates.

Cold Calling Sales Tip #3: Enjoy the Small Victories
Cold calling sales tip #3 is celebrating when you get a response. I get quite ditsy with delight when I hear back from one of my associations that they are interested in talking further or want to hire us for a workshop. Celebrate because, as all salespeople know, you send out 20 personalized communications and you may hear back from 2-3, or at least that is my hit ratio. So, you must celebrate when someone responds and sees your value.

Hop on that lead with no delay, which goes right into our next tip.

Cold Calling Sales Tip #4: Move Fast & Be a Problem Solver
Tip #4 is that leads are highly perishable. If you receive a lead, perhaps from your website or an introduction, you must quickly help them solve their problems and answer any questions or concerns they may have. By responding quickly to your leads, it creates a friendly environment where trust can be built and business can be won.

But to win business, you also need to be quick and agile in delivering follow-ups. Your prospects have plenty of other things going on in their day, much like yours. Striking while the iron is hot and providing a quick follow-up can keep you top of mind and close more sales.

Cold Calling Sales Tip #5: Nurture
Then nurture – cold calling sales tip #5. Nurturing comes naturally when you care, and it matters. When you are confident in what you have to offer and are eager to respond, provide more information, customize your delivery, and set a follow-up meeting. Your end goal is to make your prospect’s life easier so that you can wow them, and then they might think of you first next time they need your similar product or service.

In summary, the best cold calling strategies involve doing the work necessary to warm your cold calls up. It truly is a numbers game, but there are people out there who need what you are selling, and it is your job to go find them. Put in the work, celebrate the small victories, follow up quickly and have some fun along the way!

Data Driven Sales Approach

In our business, one of the greatest sales challenges that most companies face is how to properly implement a data-driven sales approach. Some companies chase a bunch of data without any regard for the story that the data tells. Others struggle when they launch sales coaching without any data at all.

All of that leads us to what we call the “pull-through rate.”

One of my most treasured memories of my younger days was buying and trading baseball cards. Perhaps I am being a bit too nostalgic, but those days were good days, and growing up in Cincinnati during the 1970’s I was a huge fan of the Cincinnati Reds and the Big Red Machine.

I particularly remember studying the back of each baseball card because it told the story of each player. And I can still recall the quote “everybody plays to the back of their baseball card” which is a reminder that year over year statistics can be used to forecast future performance.

In our business, one of the greatest sales challenges that most companies face is how to properly implement a data-driven sales approach. Some companies just chase a bunch of data without any regard for the story that the data tells. Other companies struggle when they launch sales coaching without any data at all which means they are simply guessing on both whether their people can improve and what it will take to cause that improvement.

Pull-Through Rate

All of that leads us to what we call the “pull-through rate.” Let’s start with not getting this confused with your hit ratio or close ratio. Both a hit ratio or a close-ratio are computed in the same way by dividing the number of wins by the number of presentations or pitches. That means a company that delivers 100 presentations and wins 30 new clients has a hit ratio of 30%.

What is Pull-Through Rate?

A pull-through rate is a different deal altogether. It is calculated by comparing the relationship between first-time or initial sales calls and the number of wins. For example, a salesperson who has 200 first-time sales appointments and who winds up with 30 new clients has a pull-through rate of 15%. For years Anthony Cole Training Group has taught that most prospects are not qualified to do business with you and the numbers across the country support that conclusion. In fact, our own pull-through analysis supports that conclusion as our pull-through rate runs around 20%. Nearly 80% of all the firms we have initial conversations with never become a client of our firm.

Pull-Through Rate Example

Finally, one of the most interesting parts of the pull-through calculation is that it allows your sales team to “dollarize” each sales call. For example, if your average sale is $50,000…and your pull-through rate is 15% then every time your team goes on that first initial call they are in theory making $7,500 every single time they run a sales call.

Conclusion

I still have my baseball cards (at least the ones my mom did not throw away). And the back of each card still has the statistics that tell a story. What does the back of your salesperson’s card look like? Do you like the story it is telling you?

On average, salespeople possess only 15% of the attributes required to sell consultatively. 

In this blog, we discuss the characteristics of a consultative salesperson and the impact having and following a strict sales process can have on increasing sales.

Consultative Sales Process

I have always enjoyed the Farmers Insurance commercials. You know the ones, right? They always end with the tagline “we know a thing or two because we have seen a thing or two.” And guess what? At Anthony Cole Training Group, we have indeed learned a few things about a consultative selling approach over the last 28 years.

To be more specific, what we have seen are dramatic increases in sales productivity when companies are willing to give full attention to two things:

1. Building, executing and inspecting a staged sales approach
2. Teaching a consultative sales process

A sales process is important because a) most firms don’t have one and b) it is really hard to hold salespeople accountable in the absence of a stage-based and milestone-centric sales approach. If each salesperson is simply doing his or her own thing it becomes nearly impossible for sales management to coach salespeople. And of course, that interferes with a sales leader’s ability to answer two main questions:

Why is your sales team failing?

What are you going to do about it?

Our Consulting Sales Process

So here is what we know: companies that don’t have a well-defined sales process who decide to implement one can expect a 15% increase in sales production. Even if they disagree with all of our other observations, if they will agree with our methodology around the sales process, they will see on average a 15% increase in the sales results of their team. That is how powerful a sales process can be. But we also know this: according to Objective Management Group, the average score from looking at data on over 2,000,000 salespeople tells us only about 45% of all salespeople follow a sales process.

And here is what else we know about those nearly 2,000,000 salespeople: the same data from Objective Management Group shows that on average salespeople possess only 15% of the attributes required to sell consultatively…which we define as being great at asking lots of questions…that are robust questions…challenging questions…and being great listeners. These are the kinds of salespeople who become trusted advisors to their clients and even more importantly, to their prospects. Their prospects wind up paying more attention to them than they do to their current provider. Our consultative sales training is built around coaching the specific traits necessary to become a trusted advisor.

Here is another thing we know. You can easily and inexpensively find out how your sales team measures upon not only the sales process and the consultative sales process but on 18 other key sales skills as well. If you would like more information, we would love to hear from you.

Do you need to find out if your salespeople have a consultative
sales process?

As we approach the upcoming Fourth of July holiday, our own Walt Gerano shares his thoughts regarding the obstacles holding us back from experiencing the sales success we desire.

245 years ago, 13 colonies declared themselves as newly independent sovereign states and no longer a part of the British Empire. Instead, they formed a new nation—the United States of America.

Have you declared your independence from the things holding you back from experiencing the success you desire?

When you look at your business today, you might agree that you need to prospect more consistently, qualify better, and know when to move on from a prospect. But you still have opportunities in your pipeline that are stuck. The question is why and what are you going to do about that?

Why don’t you prospect more consistently? 

• You don’t have enough people to call on.
  • When was the last time you asked for an introduction or spent meaningful time on LinkedIn?
• You don’t have the time.   
  • What activity is more important to the growth and success of your sales practice than prospecting? Schedule prospecting time first.
• You are fearful of rejection. 
  • Rejection is nothing compared to failure.

What about qualifying?

• Do you prepare with a pre-call plan for every call to make sure you know how you will get the answer to the question; “why am I here?” (First question you should ask on a call)
• Are you ready for the curveballs? Those are the annoying questions that you wish they didn’t ask.
• How and when will you deal with the incumbent?

Why are “opportunities” stuck in the pipeline?

• Does the prospect really have enough PAIN to move forward and make a change?
• Do they have the money to fix the problem?  Did you even ask about it?
• Are you meeting with all of the decision-makers prior to presenting your solution?
• Have you dealt with the “return of the incumbent?”

There is nothing here that you don’t already know. It’s the middle of the year so take a few minutes and evaluate where you are and what you will do about it.