Earlier today I saw a HubSpot blog post on social media titled “26 Habits of Incredibly Successful Salespeople.” Of course, as someone searching for a job as an account executive, I was intrigued.
Here are my main takeaways after reading the article:
1. Listen more than you speak.
Successful salespeople listen very intentionally. They understand their clients’ needs by asking the right questions and genuinely listening to the answers. Listening does several things: 1) it builds rapport, 2) it gives you actual insights on their struggles / motivators, and 3) it will open doors for you to direct the conversation where it needs to go.
2. Be intentional about learning
Top salespeople actively invest in their personal and professional development. You should never be done learning. Learn from your mistakes, from your peers, from industry professionals…
In a podcast I listened to on my drive this morning, the host gave the challenge to give yourself a personal performance review every single day, taking a critical look at your successes and failures, and identifying opportunities for growth. There
3. Show resilience
As a salesperson, you need to be able to handle rejection well, learn from each experience, and move on to the next opportunity. Compartmentalizing is crucial, because it’s not you being rejected. Let the no’s roll off your back and keep pushing on.
4. Build long-term relationships
It’s easy to focus on short-term sales quotas, but successful salespeople work on creating long-term relationships with clients.
Another podcast that I listened to recently talked about how, once you’ve established a deep level of trust with someone, that person will buy just about anything you might sell. Sales is a long game, so building and maintaining relationships is crucial.
5. Work hard, but take breaks
Staring at the clock for the last half hour of the work day is a surefire way to never be successful. A high-performing salesperson puts in the work, not just to meet their quotas, but to blow them out of the water.
At the same time, though, it’s important to have balance in your life to avoid burnout. If you put the pedal to the metal 24/7, you will run out of gas sooner than later.