When Lara, our internet marketing consultant, meets with Dan Hollis over Microsoft Teams, one thing becomes immediately clear—just as his website suggests—”Some people are just born to sell.” With years of experience in radio and media, Hollis has an enchanting ability to instantly connect with his audiences and capture their attention. But of course, like the art of magic itself, sales is not inherently all innate, even in those meant for the industry. With over 30 years of experience in sales, Hollis has seen it all and knows what it takes to truly master the art of sales, including the ability to accomplish all he does with the seeming ease with which he does. So, what are his tips and tricks for sales managers?
It all starts with being open to growing and improving with the support of others.
The Top 4 Tricks for Sales Managers
1. Open to outside Sources
One of the biggest problems sales managers face, Hollis notes, is that their sales teams are only taught information on their products or services, and not on how to sell them. So, if you yourself don’t have enough of a strong foundation in teaching how to sell yourself, don’t be afraid to outsource experts in the field, like Hollis.
These experts—coaches, trainers, and equivalent professionals—will teach your team members how to get a meeting with a customer, how to hold an effective meeting, how to recognize buying signals, how to handle rejection, and even how to turn an objection into a sale.
As Hollis recognizes, sales is itself an art, and as such, it takes a thorough understanding of skills and lots of practice to master. And without those skills and safe spaces for practising such skills, sales teams simply won’t be able to meet their full potential.
2. Earning Your Client’s Trust and Rapport
Of course, it’s not enough to secure the meeting. You’ll have to, as Hollis suggests, “earn the right” to have a meaningful conversation with your clients. That is, you’ll have to earn their respect and interest by showcasing your intelligence, likability, and your ability to be a sustaining resource for them.
After all, it’s one thing to make a meaningful connection with someone and another to continue to maintain that connection by showing how you can help each other in an on-going process.
This, Hollis notes, can look like handling any objections they might have and building a case for how you can help them solve the problems they’re facing.
Eventually, they’ll realize how much of an asset you will be to have that the sale will secure itself!
3. Look For Buying Signals
This one is a tip we’ve heard from other top-ranking sales professionals, too, so we know it’s an important part of building a successful sales team. Like our previously interviewed leaders, Hollis notes the importance of recognizing certain postures and movements that can indicate a person’s feelings and responses to you—both of which may in fact be more telling than their verbal responses.
But Hollis adds that tone is part of these body language-tells. That is, the pitch and vocal shifts that a client uses might also be a way to know how they’re responding to you. Of course, as Hollis recognizes, every client will be different. There are so many different personalities and expressions clients will have—that is, not everyone’s “buying signals” will be the same. But these signals will become more apparent the more you engage with your clients.
So, keep your senses open to shifts in their dynamic when you’re speaking and engaging with them. Eventually, you’ll find that sweet spot with each client where you no longer have to question whether or not they’re with you during you pitches.
4. Quite Simply, Ask For Customer Referrals
One of the top tricks of the trade Hollis had to offer was perhaps the most straight-forward and simple.
“If you want to be in the top one percent of sales in your profession,” he says, “you have to become a Jedi knight at getting referrals. Referrals are king and they always will be king.”
And as valuable as referrals are, they’re far less difficult to acquire than many think. Clients, Hollis says, are usually very happy to give referrals, but no one ever asks for them. So, quite simply, ask for the referrals your client may be able to offer you.
Specifically, Hollis suggests asking for a referral when the customer themselves recognizes your value to them. “The best time to ask for a referral,” he says, “is right after they compliment you.” You can thank them for their kind words and appreciation of you and simply tell them how much a referral to another organization would mean to you.
And it’s not just about getting referrals; it’s also about giving referrals, as well. So, wherever you can return the favour, make sure to do so, so your exchanges are not just one-sided.
Summary
This blog, with expert advice from Dan Hollis, features four of the best tricks for sales managers. These include opening up to outside sources, earning your client’s respect and trust, looking for buying signals as they appear in your various clients, and simply asking for referrals. Of course, these tricks are often easier said than done, so if you’re looking for support to perform the aforementioned tricks, look no further than a sales coach or trainer like Dan Hollis.
Special thanks to Dan Hollis—sales trainer, coach, author, and founder of The Magic of Selling—for the expert advice featured in this blog post! If you’re looking for a sales trainer or coach for your sales team who offers full-day workshops, one-on-one coaching, and support while closing sales with clients, we recommend checking out Dan’s website and connecting with him on LinkedIn.
If you have expert advice you’d like to offer us and be featured in a blog post like this one, let us know! Leave a comment on our latest LinkedIn post letting us know what expert advice you have to share.
We can’t wait to connect with you!
