How To Be An Awesome Sales Professional with Thomas Ellis

Thomas Ellis, the pleasantly persistent sales coach, returns to Sales Babble to chat about his new book, “How To Be An Awesome Sales Professional in the 21st Century”. Thomas is a sales management veteran with over 25 years’ experience in coaching, consulting, developing sales personnel and sales managers. He has worked in telecom, office products, hospitality, non-profits and a sales adviser for the Bowie Business Incubator in Bowie, Maryland.

You can find Thomas’s previous episode on www.salesbabble.com/15

How To Be An Awesome Sales Professional

Effective sales people need to master the basics and close more sales. Prospect by looking for people that match the profile of your ideal client:

Use LinkedIn to create content and become known. This will attract prospects.
Find the “triggers” to engage a prospect. e.g. see what they say and do that matches your ideal client
When you see the trigger, reach out and see how you can help
“How can I help you to achieve you goals…..” is the attitude to have when communicating with your prospects.

How To Overcome the Fear of Sales

Many people fear sales. Here are three tips to overcome sales reluctance.

Sales Professionals must passionate and curious
Ask prospects probing questions about goals and challenges
Always remember, it’s never about you, it’s about your prospect. How can I help you?

What is the Sales Process?

There are only four steps to the sales process:

Getting to know the customers, build rapport
Qualifying the prospect, understand their needs, how they buy
Gathering information and bringing back a solution/recommendation
Closing the sale

Know where the customer is in the sales process. Then you can advance the sale to the next stage.

Have a top of mind strategy, keep them aware of you.
Follow up is the secret sauce of success
Pleasantly persistent 3 day rule – send an email to remind you.

To find Thomas Ellis

Thomas is a prolific writer on LinkedIn. Don’ miss his articles:

https://www.linkedin.com/in/thomaseellis

On the web you can find Thomas here:

Free Resource Guide

As mentioned in the podcast, Thomas is offering a free sales resource guide. You can Download the Ultimate Sales Resource Guide here.

Overcoming Sales Fears

Let’s continue the conversation. You can learn more about overcoming sales reluctance in previous Sales Babble episodes. Here is just a few that you will find of value. Enjoy!