There’s no such thing as a natural-born salesperson.
Success in sales isn’t reserved for a fortunate few with certain personality characteristics or charisma.Being successful in sales isn’t a matter of dumb luck, either. It’s not dependent on external factors like the account list you’re assigned, the sales manager you report to, or the price of your products. While all those variables may help, they don’t stand alone in determining sales success. That’s why two different sellers can have vastly different results in the very same territory.
Your success in sales is, ultimately, up to you. It depends on:
- The choices you make
- The skills you acquire
- The attitude you adopt
- The impression you make on buyers
That’s why we decided to write this series on how to be a memorable salesperson. It will teach you how to make a favorable impression by deliberately choosing simple behaviors that make you memorable.
- Part 1: Create an Experience
- Part 2: Collaborate With Buyers
- Part 3: Personalize Your Pitch
- Part 4: Be a Giver
- Part 5: Create Value
- Part 6: Take Risks
- Part 7: Encourage Your Buyers
- Part 8: Be Authentic
- Part 9: Follow Through
- Part 10: Ask Better Questions
- Part 11: Listen With Empathy
- Part 12: Answer Buyer Questions
5 Benefits of Being a Memorable Salesperson
There are five specific advantages to being memorable in sales. In the coming weeks, throughout this series, we’ll talk more about all these advantages. Here’s a sneak preview of why you will want to become more memorable.
1. Positive Differentiation
You don’t want to be one of many. You want to be unique, a stand-out, the ONE seller that buyers genuinely look forward to meeting with. When you are more than just another seller, you will get more appointments and more time with every buyer.
2. Competitive Advantage
Why rely on pricing or product features to get the sale? Instead, rely on yourself and what you bring to the table. You can’t do that unless buyers remember you and call you (not your competitor!) back when they’re ready to buy.
3. Efficiency in the Sales Process
Being memorable gets you back in the door. And it gets you there faster. You can reduce your sales cycle by making a lasting impact in every sales meeting. You won’t have to backtrack or repeat yourself of start over if you’ve been memorable and closed the time gap.
4. Boost in Your Own Confidence AND in the Buyer’s Confidence in You
It just feels better to be remembered and to know you’ve made an impact. You’ll be more confident when you know you make a lasting, positive impression. What’s more, your buyers will have confidence in you because of that positive, lasting impression.
5. Creating a Buyer Experience
Transactions are forgettable. When you transcend the mere transaction, you’ll be more memorable. What makes you memorable simultaneously produces an experience for the buyer. And, as you’ll read in part two of this series, creating a buyer experience is absolutely essential in modern selling.
Being memorable also results in repeat business and referrals. That’s the net effect of the advantages listed above.
What Are the 12 Ways to Become a Memorable Salesperson?
Over the next 3 months, here on the CONNECT2Sell Blog, we’re going to explore 12 ways you can make yourself more memorable. Be sure to subscribe here so you won’t miss a single post! We’ll include easy, actionable steps and bonus tools you can use right away. Here’s the plan:
12 Ways Sellers Can Become More Memorable to Buyers
|HOW TO DO IT|
|1||How to create a memorable buyer experience||Find out exactly what buyers want when they meet with sellers.|
|2||How to collaborate with buyers in meaningful ways||Learn how to enable and ennoble buyers to build buy-in and trust.|
|3||How to personalize my pitch for every buyer||Discover the sales hacks and shortcuts for getting away from generic pitches.|
|4||How to give to buyers before asking for the sale||Get tips and techniques for leveraging the law of reciprocity|
|5||How to create relevant value for every buyer||Demonstrate your value by using these techniques to create value in an instant|
|6||How to take intelligent risks that benefit buyers||Develop confidence to step outside your comfort zone and innovate|
|7||How to show appreciation for buyers||Recognize more opportunities for giving recognition to your buyers|
|8||How to be authentic and true to yourself in selling||Determine what’s negotiable and what’s not so you can bring yourself|
|9||How to demonstrate credibility as a seller||Establish yourself as a reliable resource who can be trusted|
|10||How to improve the questions you ask buyers||Master the art of asking purposeful questions that advance the sale|
|11||How to listen with empathy||Identify your own strengths and ways you can build on them to listen better|
|12||How to answer buyers’ questions in a timely manner||Expand your options for answering price and other tricky questions|
The aim of this series is to give you insights AND immediate actions that make a difference. It’s all based on research with buyers and observations in-field with actual sellers. We’re stretching beyond the theoretical to give you practical steps you can take if you truly want to be more memorable and make more sales.
How Can I Learn More About Becoming a Memorable Salesperson?
The obvious answer is to follow this series and learn about each of the 12 ways to become more memorable!
But that’s not all you can do. Here are some additional suggestions:
- Check out the work of Dan Tyre and Aja Frost. Their article on the Hubspot Blog covers some ground that we won’t be addressing in this series. It’s a great companion piece for anyone who’s serious about making themselves more memorable.
- View this video playlist on the People First PS YouTube Channel with more tips and research with buyers. There are 25 videos there, each one lasting just 3-5 minutes.
- Read the book that started it all. DISCOVER Questions® Get You Connected is packed with ways you can make yourself more memorable to buyers. It was ahead of its time in bringing research with buyers directly to sellers. You can also read Stop Selling & Start Leading for the behavioral blueprint based on B2B buyer desires.
Whatever you decide to do, make a commitment to become more memorable. Standing out in a crowded sea of sellers is a surefire strategy for boosting your sales success.