14 Tips Survival Tips
For A Payroll Service Salesperson
By Glenn Fallavollita, President - Drip Marketing, Inc. & SellMorePayroll.com
- Word count: 732
- Approximate time to read: 2.9 minutes @ 250 word per minute
Being a payroll service salesperson isn’t easy. In fact, 50% to 66% of all newly hired salespeople quit or get fired in their first nine months of employment!
What Does It Take To Survive As A Payroll Salesperson?
I am often asked by a payroll salesperson this one question: “What tips do you have for me to be good at selling?” Here is what I learned:
- Be An Advocate For Your Payroll Prospects: More often than not, I have seen salespeople who put their customers'/prospects' needs first absolutely crush it. Relationship-minded salespeople understand and relate to their clients and focus on adding value to the relationship.
- Become A Great Storyteller: Winning payroll salespeople tell great stories…stories of how their product or service helped other businesses solve a problem and questions on the things that are important to a prospect.
- Deliver Every Proposal In Person: When giving a proposal for what you are selling, provide a prospect a minimum of two options either in person or via a screen share program. Please do not send them the proposal and wait for their response. By the way, if the person isn’t “engaged in what you are selling,” the odds of them buying from you is relatively slim.
- Don’t Be Pushy: Focus on getting to know a prospect’s business and not on being their buddy. Although a proactive follow-up process is good, and it shows you have an interest in earning their business, don’t make your approach too aggressive as it will do more harm than good.
- Get To The Office Early: One of the best tips that I would give any salesperson is this: Arrive early to work as it will allow you to get to know your managers on a more personal level. More importantly, you can get more “dials” before our co-workers get to the office.
- Keep Score Of Your Sales Results And Sales Activities: The reality is that you need to track what you are doing on a day-to-day basis. This should include the number of calls you made to your database of prospects, proposals you have sent and closed each week, your proposal close rate, number of NEW appointments you had each week, etc. And once you start keeping score, you will see what is and isn’t working.
- Know What You Are Selling: If you know the business problems your product or service solves, you can have an immediately on a business. This is something decision-makers love to hear from a salesperson.
- Plant A Seed Of Doubt: When talking with a prospect who believes they are happy using a competing product or service, ask a few questions that might create doubt in their mind.
- Make More Prospecting Phone Calls (AND Power Off Your Personal Smartphone): You and I both know your smartphone is a huge distraction to you – especially when you are making cold calls or at a meeting. Stop texting your friends, spouse, kids, or girlfriend(s)/boyfriend(s) throughout the workday.
- Watch What The Top Selling Salesperson Is Doing: I recommend shadowing your top-selling salespeople so you can see firsthand what they are saying and doing.
- Smile: People love doing business they like and trust. So, when you speak to a prospect, smile as it will convey energy (even when talking on the phone).
- Start Asking Business Questions: Sales is more about listening than it is about talking. To help yourself become better at listening, focus on asking questions. Also, you need to take lots of notes as it projects a positive image. When you chat with your waiter or waitress, practice asking them questions.
- Know That Your Sales Pipeline Is Your Lifeblood: In sales, it is all about what you sold today. After a sale, do your happy dance and get a few high-fives; then go back to building your sales pipeline.
- Put Away Your Personal Phone: One of the best pieces of advice is this: Put your damn phone away when working, especially when making calls. It’s a huge distraction, and you know it.
Executive Summary: When it comes to selling, it is a tough business. That being said, role play with your sales leader, learn to ask better business questions, shadow the best salesperson in your company, read about closing techniques, time management, and other vital areas.
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