Habits to Become an Effective Salesperson

Sean Dailey, Ytel |  

Ask any successful salesperson and they’ll tell you; they got to where they are because of the processes and habits they picked up along the way. It’s a recipe of sorts, carefully concocted over the years, refined perfectly to resonate with their target audience. There are a million variations that still lead to the same result - success. However, each one of these strategies boils down to a few common habits that they all share.Habits to Become a More Effective Salesperson

Ask any successful salesperson and they’ll tell you; they got to where they are because of the processes and habits they picked up along the way. It’s a recipe of sorts, carefully concocted over the years, refined perfectly to resonate with their target audience. There are a million variations that still lead to the same result - success. However, each one of these strategies boils down to a few common habits that they all share.Habits to Become a More Effective Salesperson

Be prepared


Before any call or conversation, have an understanding of the business and person you are speaking to. Your game plan should include how you want to approach the interaction and what a successful outcome would be. With the end in mind, build your strategy.

Stick to the plan


Once you’re prepared, don’t let all that hard work go to waste. You know the buyer persona and the correct approach, so stick to the plan. Don’t go off the cuff and start ad-libbing; your message will become diluted and will lead the buyer astray, instead of guiding them.


Optimize your process


This may take a bit more time and effort, but setting up a system that can be measured and replicated is a huge key to success. You want to be sure you're spending your time wisely, which requires structure and data. By applying structure to your process, organization and replication will unfold. You can then take past data and fine tune your process, with scalability in mind!


Believe in your product


It goes without saying that you should know your product like the back of your hand. But if knowing your product is a step above not knowing your product, then believing in your product is a step above that. When you stand behind a product and believe in it, you’re not selling... you’re informing. The tone of the conversation will change and it will become an open discussion, rather than a pitch.

Be honest with your pipeline


This starts in the qualification stage; practice honesty about the prospect and their potential throughout all stages of selling. Things can change in a moment's notice. You have to stay impartial, focusing on facts, not feelings. Just because something looks good on paper, doesn’t mean it will always turn out to be that way. By being honest with your pipeline, you can set realistic expectations and achievable goals. 


Actively listen


You can often find the answers to all of your questions simply by listening to a prospect. There is also a lot of harmony created in actively listening. Not only will you be more in tune with their needs, but they will feel they’re being well taken care of.


Follow up with value


Successful people follow up… it’s that simple. However, each time they follow up, they provide value. Each email and interaction has a purpose behind it. They don’t send "checking in” emails or “Ytel + Company XYZ” emails to touch base on a conversation. If you reach out with a purpose every time, it creates urgency and increases the odds that your next call will be answered.


What advice would you give someone just starting out in Sales? Leave us a comment! 

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About The Author

Sean Dailey, Ytel

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Sean leads the People, Culture, and Partnership efforts at Ytel. After almost 5 years of agency recruiting, Sean decided to move into an internal recruiting role, where he could have more of a direct effect on growth and people’s lives That’s when he met Ytel and the rest is history. Sean is a huge believer in culture, and puts an emphasis on people and building relationships.


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