Are you a good salesperson or simply good enough?
Over the years, I’ve met countless “good enough” salespeople who make a solid living selling products and services.
But when it comes to mastering how to be a good salesperson—well, let me put it this way: For every 80 “good enough” salespeople I’ve met, I’ve met one great salesperson who really knows how to be a good salesperson.
Good salespeople are incredibly rare, and there’s only one thing that separates them from the rest of the pack: their sales strategy.
Once you know the sales strategy of superstar salespeople, it’s surprisingly easy to follow in their footsteps and learn how to be a good salesperson yourself.
In this video and article, I’m going to share how to be a good salesperson in just 5 simple steps.
Learn How to Be a Good Salesperson to Boost Your Income
Did you know that great salespeople typically make 10 times as much as the average salesperson?
I’m always amazed that not everyone is obsessed with figuring out exactly how to be a good salesperson and become so successful.
Luckily for you, I am obsessed—and I’ve put together an overview of the best sales strategy techniques great salespeople use.
With the right changes to your current sales strategy, you can master how to be a good salesperson and start crushing your sales goals to make more money than ever before.
Read on to learn how to boost your income with the five steps to becoming a great salesperson by changing your sales strategy.
#1: Get clear on your “why” in sales.
All great salespeople know why they sell every single day, so knowing your “why” in sales is the first step to learning how to be a good salesperson.
Truly good salespeople don’t just run through the motions; they’re intentional about why it matters.
So, why do you sell?
The answer to this question will become the foundation of your new sales strategy, so really dig deep here.
Don’t just say, “I sell because I want to be successful.”
If that’s your answer, then I can tell you right now that you’re only destined to be an average salesperson at best, no matter how great your think your sales strategy is.
Great salespeople are driven by powerful personal factors such as family, kids, or a fear of being poor again.
Whatever it is that motivates you, get incredibly clear on why you’re going to pick up that phone tomorrow, why you’re going to consistently perform great sales habits, hop on that plane to meet prospects next week, or ask for that next introduction.
Without a crystal clear “why,” you’ll never stay motivated when rejection comes—and in sales, rejection is going to come.
#2: Learn to say “no” often.
Most salespeople love to say “yes.” They think that being liked by everyone will somehow help them close more sales—but it just doesn’t work that way.
Saying “yes” to anyone and everyone will only distract you from doing the work that can lead you to close massive sales.
If you want to know how to be a good salesperson, you have to learn to say “no” constantly.
Great salespeople say “no” not because they’re mean, but because they understand the value of their time.
Time management is one of the most crucial elements of any strong sales strategy.
If you want to master how to be a good salesperson, it’s time to start thinking more like high-powered attorneys who bill at $1,000 an hour.
Now, would that $1,000-per-hour attorney say “yes” to just anyone? No way.
They know the value of their time, so they jealously guard that time and say no to distractions constantly.
“No” is a critical part of their strategy, just like it should be a critical part of your sales strategy.
As you learn how to be a good salesperson, get vigilant about your time and start saying “no” to people who want to pull you away from selling.
#3: Disqualify prospects who aren’t a good fit.
The secret to how to be a good salesperson doesn’t lie in knowing how to sell to anyone.
Not all prospects are alike, and just because someone has a pulse and can buy from you doesn’t mean that you should spend time trying to sell to that prospect.
In fact, at least 50% of your prospects are not a good fit.
The best salespeople disqualify that 50% right away as part of their sales strategy, so that they don’t waste any more time on run arounds and dead ends.
While most salespeople will try to sell to anyone, learning how to be a good salesperson means you’ll reserve your time only for well-qualified prospects.
Ask qualifying questions early in your sales process, and make disqualification a central part of your new sales strategy.
#4: Prioritize big sales over frequent sales.
Did you know that 28% of salespeople call closing more deals their top sales priority? This is a misguided approach.
Why? Because closing more sales isn’t nearly as important as closing bigger sales.
In fact, average salespeople usually sell about as frequently as great salespeople. The difference between the two is the size of the sale.
Focusing on big sales should become the lynchpin of your sales strategy.
It’s hard work to close a large number of sales, but the difference between closing small sales and big sales has very little to do with effort.
In fact, both require about the same amount of work.
The difference is guts.
Learning how to be a good salesperson is all about having the confidence to sell to high-level buyers at bigger companies.
It’s about being willing to be more expensive than your competitors in the eyes of your prospects—then offering more value to back it up.
As you continue on your journey of learning how to be a good salesperson, worry less about closing more sales and start going after those better opportunities to make bigger sales instead.
#5: Stop looking for friends.
Just last year I had a prospect actually ask me to leave his office.
Now, I could tell that this CEO was bullshitting me, and I actually told him so. He didn’t like that I challenged him.
He was a weak leader and he couldn’t take the truth. He kicked me out of his office, so I left.
After that experience, I could not wait to call my wife immediately afterwards to tell her the story, and we laughed our asses off.
That night, I slept like a baby. I wasn’t sad. I wasn’t upset.
I knew I’d done my job and followed my sales strategy—which was to challenge my prospect to understand what the real issue was—and he couldn’t handle that.
He got mad, so he kicked me out of his office, and I didn’t care.
When you’re learning how to be a good salesperson, you have to realize you can’t be everyone’s friend.
Great salespeople care more about challenging their prospects than befriending them, and they don’t care if they piss people off along the way.
If you want to close bigger deals more frequently, making friends shouldn’t be part of your sales strategy.
Conclusion: Follow These 5 Steps to Discover How to Be a Good Salesperson
Knowing how to be a good salesperson doesn’t have to be complicated.
Once you learn the sales strategy of top salespeople across industries, you can apply them to your own sales process in order to close more sales, close bigger sales, and crush your sales goals.
First, make sure you know your “why” in sales.
The world of sales is tough, and without a clear “why” that really resonates with you, you’ll either quit or revert to the techniques of poor or average salespeople when you inevitably face obstacles along the way.
Second, get comfortable saying “no” often.
Unless you learn to say “no” to time wasters and tire kickers, you’ll never have the capacity to focus on your sales strategy and chase after your biggest goals.
This isn’t about being mean. It’s about recognizing the value of your time and doing what you have to do in order to succeed in sales.
Third, disqualify prospects who aren’t a good fit.
When you’re learning how to be a good salesperson, stop trying to close anyone with a pulse.
Instead, weed out unqualified prospects so that you can focus on closing really big sales that will help you crush your goals.
Fourth, remember that size outranks frequency in the world of sales.
Knowing how to be a good salesperson is less about the number of sales you close and more about closing huge deals that make you more money.
Big sales don’t take any more effort than small sales, but they do take more guts—so take a big breath and get to work.
Finally, stop looking for friends in your prospects.
Buyers want to work with an expert they can trust, not someone who just says “yes” to everything in an effort to make a friend and close a sale.
Focus on using your expertise to challenge prospects and uncover what’s really going on in their world.
If you piss some weak-minded people off along the way, you’re probably doing it right. Stay the course and you’ll close bigger sales with customers who actually respect you.
So, there you have it. Now you know the five steps to become a great salesperson by making a few changes to your sales strategy.
I want to hear from you. Which of these ideas did you find most useful? Be sure to share in the comment section below to get involved in the conversation.