When a sales professional pitches their services to a decision-maker at another company, they need to understand the bar is higher than normal and that executives expect more than your standard run-of-the-mill pitch.

In fact, they’ll be on the lookout for a whole range of things that a regular customer may not.

While service will be the main thing that they look, it’s important to understand the sales professional plays a key role in the decision making. Top executives don’t have a lot of time and if a sales professional’s pitch doesn’t impress them – and quickly – they are likely to lose interest and move on.

Executive sales coaching can help teach sales representatives how to impress decision-makers and what qualities they look for when it comes to the pitch and the rep’s personality.

Executive Presence, Passion, and Confidence

The best sales professionals tend to have an air about them. In executive sales coaching, this is known as executive presence. It is the feeling of authority and trustworthiness that a good salesperson gives off even when they’re around the high-ranking executives of another company.

Many qualities go into having an executive presence such as effective communication skills, adaptability, and consistency, all of which will instill trust in a buyer. But what will be immediately recognizable are the intangible elements, confidence, and passion.

In his new eBook Developing Executive Presence, The Salescoaching Institute’s CEO Doug Dvorak said: “Executive presence is something that must be cultivated and developed over time. And it all starts with confidence.”

While much of what goes into an executive presence can’t be measured, they are definitely noticeable when they are missing. In fact, according to many C-suiters, the absence of an executive presence can make a sales professional appear out of their depth or even untrustworthy. It is therefore critical that sales representatives exude passion about what they’re selling and confidence in its effectiveness.

Consistency and Integrity

Given how precious their time is, if a decision-maker even gets a whiff of inconsistency or a lack of integrity, you will lose them as a customer or prospect. Remember, a lot of these C-suite types know each other and talk about how their jobs are going so it’s important you are always “on” because, as they say, “word gets around.”

If, for example, a sales professional is talented when it comes to selling but is unpredictable and leans towards a lack of professionalism, it will catch up with them.

Likewise, if a salesperson lacks integrity and doesn’t honor their word or overpromises (or lies) during the pitches, it will also damage their reputation and cost them future business and referrals. A good reputation will go a long way in ensuring that a decision-maker trusts you and wants to hear your pitch.

Presentation and Communication

Unlike developing an air of confidence, killer presentation skills are techniques that you can learn. If you want to catch a big fish, you’d better have a big hook. Executives at other companies are far more likely to be interested in what you’re selling if the information is presented confidently and concisely.

Proper presentation involves keeping the focus on the customer, their needs, and how you can help them solve any problems they may be facing. You do not want to stay focused on your product or service and leave it to them how to figure out how to use it.

Be clear and concise and only present enough information to inform. More is rarely better as you don’t want to overwhelm them or waste their time. All they will remember is how you made them late for their next appointment.

Finally, a good presentation involves asking the right questions and answering those questions in an effective way. Ultimately, good presentation skills are good communication skills that allow parties to come to a mutual understanding.

Filling a Need

However, all of the previous information will not mean a thing if goods or services don’t actually fill a need at the company you’re pitching to. You should know what they need better than they do before pitching to them.

As marketing whiz Gabe Larsen wrote on Hubspot: “No one wants to hear a general pitch that would apply to any business. Research their vertical and use the information you found to personalize the pitch immediately.”

Bear in mind, it is also important you can provide proof that your goods or services will solve the problem you tell them they will solve. Demonstrating how their company will benefit from what you’re selling is undoubtable the best way to make a sale.

In sales, hustling is a commonly used word. Traditionally, when a person called someone a hustler, it meant that they were a con artist. However, in the current business climate, hustling means something completely different and is associated with having a very strong work ethic.

To hustle means to work as hard as you can and to do whatever it takes to achieve your goal. While this does come with some drawbacks, hustling can bring a lot of benefits to your sales performance as well.

The Pros of Hustling

Hustling not only means to strive for excellence but also to strive for what you want in life. Those who act passively rarely get all that they want out of life as they simply coast and do the best they can off as little effort as possible.

But those who put their passion into what they do and give it their all, even if they find the work itself to be a struggle, will always achieve great things. This applies to all those sales professionals who meticulously research a prospect before the first call and work long hours to ensure their customers are happy after the sale.

It has been said that sales is the highest paid tough job or the lowest paid easy job you will ever have. Unfortunately, the truth is a lot of sales professionals are happy enough with what they are making and don’t want to go the extra mile to make more money.

However, those who think that way tend not to earn very much, and their possibility of upward mobility is severely limited as a result. Those who work as hard as they can get noticed and are rewarded for their efforts both financially and with better career opportunities.

Admittedly, this isn’t always the case and there are those fortunate outliers who have a lot of sales literally fall into their laps. However, they are playing a game of chance while those who keep their nose to the grindstone are always seen as valuable and will be successful at a much higher rate.

Incidentally, being a hustler includes having the drive to go find another job that pays better and is more fulfilling than the one you’re in if it’s not checking all the boxes for you.

Sales expert Anthony Iannarino once wrote, “You act with a sense of purpose, and meaning, and mission, and urgency, and you run and grab what you want because you’re running out of time.” Life is short and spending that time waiting for the workday to end and doing nothing to make your life better will only diminish you.

The Cons of Hustling

With all of that said, there can be a fine line between being someone who hustles and a workaholic. It is important to have a work-life balance and not overwork yourself.

Keeping your nose to the grindstone too long every day can lead to some fairly serious physical and mental health issues. Exhaustion and stress can have hugely negative effects of your body leading you to miss more work and possibly even die younger. This is a significant problem in countries like Japan which has a very unbalance work-life culture.

In addition, exhausting yourself mentally can cause burnout, which isn’t something you can just power through since it usually makes your overall work worse. Remember, it’s okay to take breaks and let yourself rest; not only will you feel better, but your work will be better, too.

Martin O’Donnell, a composer for the video game industry, once described how employees should be treated, “Be nice to the goose.” This advice for bosses and managers who push their teams too hard can also be applied on a personal level.

Just as Aesop’s goose would stop laying golden eggs when mistreated, your mind and body will stop performing at a high level if you don’t look after them.

Conclusion:

It is important to keep in mind that while it is critical to hustle if you hope to increase your chances of getting everything you want in life, it is extremely important that you are strategic about it.

Learning to hustle and to work as hard as you can to achieve a goal is the number one way to be successful in today’s business world. Just be sure you don’t literally work yourself to death in the process.

One of the most crucial parts of any sales team is a leader who is effective in their role.

Sales leaders have many responsibilities such as developing and implementing sales strategies, making short and long-term goals, and helping their teams in becoming the best sales people they can be.

Sales leadership coaching is about teaching the leadership skills and strategies needed for a VP or team leader to be successful in their role. However, there are fundamental skills that are critical for any leader to understand.

These skills not only contribute to making them a more effective leader in general but can directly translate into the success of their sales team. From communication and relationship-building to strategic thinking and flexibility, the following skills should be taught to anyone entering a leadership role, especially to one in sales:

Effective Communication

Communication is critical in ensuring everyone is on the same page. Effective communication involves a leader making sure that everyone has a mutual understanding of what their goal is and how to accomplish it. Skilled communicators are also honest (i.e. not misleading anyone or withholding information) which includes applying proper feedback, while still being constructive.

However, capable leaders will not only know what to say, but how to listen to their team. This involves allowing a team to have open discussions, asking questions, bringing up issues, and hearing their ideas, ultimately making sure everyone knows that they will be heard.

Relationship Building:

A disconnected leader in charge of a disjointed group of what are essentially strangers can cause significant problems in the short and long run. Teams that are connected with each other combined with a leader who actively engages with them while promoting a positive environment can go a long way. Doing so will facilitate trust, encourage open communication, and basically make the entire team run more effectively. This involves taking an interest in each member of the team, providing specific feedback and support to those members, and treating each with respect. These are the characteristics of a leader that a team wants to follow.

Flexibility and Adaptability

An effective leader understands that not everything will go according to plan and will be adept at adapting to any unforeseen challenge. Curve balls can include a previously effective strategy stops working or they find themselves in a compromising position that is out of their hands. Effective sales leaders know how to work around these scenarios and push their team forward.

However, a successful leader must also be flexible with their team. A team member may be going through something personally or having difficulties with a new work concept. It is important for a leader to be empathetic and to – within reason – make adjustments to cater to their needs; by the way, this also applies to clients. Doing this creates a positive work environment that makes them more effective in the long run.

Working Strategically

An effective leader should also know how to effectively introduce new strategies to their team in addition to making sure the team is adhering to existing strategies that work. Leading sales leadership coaching not only teaches team leaders what strategies they should follow and how to keep up with current trends, but also how and when to implement those strategies.

Any sales strategy worth its salt will help teams be more efficient in completing tasks, resolving conflict with clients or other team members, or simply just understanding how to solve a straightforward problem. Being a successful leader also requires top notch time management skills and an understanding of what problems are worth their time. Wasting time on pointless endeavors can be the death-knell of any sales team.

Consistent Improvement

A top leader must always seek to improve themselves and facilitate growth among their team members. They must be able to understand where their strengths and weaknesses lie.

They should also actively work to improve themselves, whether it be learning new strategies or skills. A leader who sets an example of constant improvement will be well-respected by their subordinates and more successful in their role. Setting an example like this can go a long way to transforming a good, or even an average team, into a great one.

Learn To Become An Irresistible Salesperson

Have you ever been in a situation where you were offered something that you knew you couldn’t refuse? Picture yourself as a person who has the ability to get potential customers excited about what you’re selling, no matter the situation.

It is possible to be a successful salesperson with a stream of eager customers focused on doing business with you and you alone, but it takes dedication to your craft and developing the right skills. Continue reading and learn five ways you can engage anyone you connect with and become an irresistible salesperson.

Know Your Product or Service Inside and Out

The ability to sell and connect with clients is only one part of being an irresistible salesperson. You must also understand what you’re selling, what needs it can address, and the types of customers who would use it.

Gone are the days when salespeople could rely on charm and other tactics to close a deal. Instead, in the information age, you must have a deep knowledge of your product to gain the trust of potential clients and demonstrate that you can add value to their life or organization.

Practice Your People Skills

People skills—approaching and talking to strangers, developing rapport, and building relationships—can be practiced and improved like any other skill. Of course, these traits come easier to some individuals, but don’t worry, you can get closer to being an irresistible salesperson by intentionally working on your people skills.

Attend as many social events as you can in your free time. Practice approaching strangers, finding shared interests, listening to their stories, and making them feel at ease. Identify what makes each person open up and take that to your future interactions in life and at work.

Be An Active Listener

As a salesperson, your top priority is to listen. Nobody enjoys having their voice go unheard, so when you pay attention to your customers and what they want, you build trust and give customers the desire to keep working with you.
Because many salespeople are preoccupied with making a deal, they are immediately dismissed by potential prospects. Through a lack of listening, these reps often offer a product or service far removed from what their potential customers actually need.

For example, if a lead has financial constraints, acknowledge this, and provide information on any other payment methods you know of. Likewise, if they aren’t actively looking for what you’re selling, shift the topic to what they’re currently using and discuss the problems they face with it, focusing on the features they’re missing and how your product can address those needs.

A seller who ignores a prospect’s concerns will come across as insensitive. So, listen carefully to what the customer is saying, and respond with genuine understanding of and appreciation for their needs. Do this, and you will win their loyalty, and they will return to you with their business time and time again.

Keep Your Promises

A salesperson who breaks their word is a disappointment. Not following through on promises results in a breakdown of trust and a loss of confidence in the organization. It’s great to go above and beyond for customers, but it’s damaging to your reputation to make promises you can’t keep.

An irresistible salesperson has a track record of providing award-winning service that keeps customers returning. This involves delivering on promises and avoiding disappointing clients or prospects. Be confident in your product or service and the results it will produce for your clientele, but don’t over-sell or offer features that aren’t already part of the product or service.

Don’t Beat Around the Bush

When approaching clients, it’s clear why you’re both there. Avoid rambling about topics unrelated to your product, as the buyer will be more interested in looking at their watch than listening to you. There is nothing wrong with asking someone how their day is and getting to know them. However, to close the deal, you must recognize when it’s time to get down to business.

Instead, put all of your focus on leading the discussion in a way that highlights the superiority of your product, and you’ll see them draw in closer to hear what you have to say.

Striking the correct balance between small talk and sales talk is a tricky skill that requires practice, but always err on the side of caution and avoid wasting a prospect’s time.

The Importance of sales coaching to upskill your sales team

Sales coaching is an important aspect of sales management that helps sales people develop the skills, knowledge, and behaviors needed to effectively sell products or services to customers. It is a process that involves providing ongoing support, guidance, and feedback to sales people to help them improve their performance and achieve their sales goals.

There are several reasons why sales coaching is important for upskilling your sales team:

1. Improves performance: Sales coaching helps salespeople understand and apply best practices, techniques, and strategies for selling effectively. This can lead to improved performance and better results for both the salesperson and the company.

2. Increases motivation: Sales coaching can help salespeople develop a growth mindset, which is a positive attitude that focuses on learning and improvement. This can increase their motivation to perform well and achieve their sales goals.

3.Develops skills: Sales coaching can help salespeople develop the skills they need to be successful, such as communication, problem-solving, and relationship-building.

4.Enhances customer relationships:Sales coaching can help salespeople build strong, long-lasting relationships with customers by understanding their needs and providing solutions that meet those needs.

5.Increases retention: Sales coaching can help salespeople feel supported and valued, which can increase their loyalty to the company and reduce turnover.

There are several ways to implement sales coaching in your organization:

1. One-on-one coaching: This involves providing individualized support, guidance, and feedback to salespeople on a regular basis. This can be done in person, over the phone, or via video conferencing.

2. Group coaching: This involves providing training and support to a group of salespeople at the same time. This can be done through workshops, seminars, or online training sessions.

3. Self-guided learning: This involves providing salespeople with the resources and tools they need to learn and improve on their own. This can include sales training materials, online courses, and access to industry experts.

4.Mentorship programs: This involves pairing salespeople with more experienced mentors who can provide guidance and support as they navigate their career in sales.

Effective sales coaching requires a combination of all of these approaches, as well as a clear understanding of each salesperson’s strengths, weaknesses, and development needs. It is important to regularly assess the effectiveness of your sales coaching program and make adjustments as needed to ensure that it is meeting the needs of your sales team.

In conclusion, sales coaching is an important aspect of sales management that helps salespeople develop the skills, knowledge, and behaviors they need to be successful. It can improve performance, increase motivation, develop skills, enhance customer relationships, and increase retention. By implementing a comprehensive sales coaching program, you can upskill your sales team and drive better results for your organization.