First things first, energy brokers must have superior sales skills in order to be successful. In fact, besides understanding the energy markets and being able to offer expert advice, sales is the number one skill you must possess.
Many think being a good salesperson is about persuading and convincing; however, in reality a good salesperson is great at identifying and solving problems for customers. Here are a few tips on sharpening your sales skills this year:
Think About The Interests Of Others
All great salespeople possess the skill of empathy. It is critical to be able to put yourself in your customer’s shoes in order to understand their perspective and needs. Many energy brokers make the mistake of thinking their products or solutions are enough to make a deal happen. On the contrary, each customer is unique and his or her needs must be understood and met in order to win their business.
Be A Good Listener
Great salespeople are great listeners. It is imperative to pay close attention to what your prospects are saying. Many times, they will tell you exactly what they are looking for and provide you with all the information you need to meet their needs and close the deal!
Track Your Activity
It’s amazing how busy we think we are! Many energy brokers and salespeople fall into the trap of confusing busy work with productivity. It is utterly important to track prospecting calls or meetings each day, number of quotes, and signed deals. Without holding yourself accountable to the numbers, you will get lost in the busy work and get nothing done!
Frank Bettger, an insurance salesman who generated millions of dollars worth of income in the 1940’s, wrote a book titled How I Raised Myself From Failure To Success In Selling. This book is a wonderful resource for learning the fundamental skills of sales. If you do not like to read, here is an audio version of the book below: