No matter what business you are in, there is likely a sales component to your role. Whether you promote a service or a product, you need to get customers to purchase from you in order to make money.
Of course, some industries are viewed as being traditionally sales based, and to be successful you need to promote your product and close the sale with your prospect. This is where your sales team comes in, armed with a well‐constructed sales strategy.
Contrary to popular belief, a great salesperson doesn’t burst forth from the womb and start negotiating the sales of nappies. A great salesperson learns their trade through thorough training and dedication to his or her job.
The best salespeople tend to share five key attitudes that power them towards success, and enable them to acquire further skills and continue improving. Learning to adopt these attitudes is step one, and applying them successfully and consistently is an ongoing project, even for the very best salespeople.
1. Break the tape
Learn to love the excitement of a sale. To be successful, you will need to channel your competitive side and want to win the game ahead of your colleagues. Awards and recognition play a big part on all sales teams, and motivate many teams as much as money. Achieving and being the best at what you do is the greatest accolade for the top sales people.
2. Plan and prosper
To achieve a near perfect presentation and pitch, be prepared and plan ahead. Pay attention to the details and work through every scenario possible. Your prospects will throw objections at you ‐ anticipate those objections and plan your answers in advance. Prepare as much as possible so you don’t find yourself in a position where you are surprised by a question. However, if this does happen, be honest. Let your client know that you’re unsure of the answer but you’ll find out and get back to them. Take care of this as soon as possible and follow up. Don’t try to bluff as your customer will see through it.
3. Number crunching
The no’s always outweigh the yes’s. Understanding this takes away the stress of rejection. If, on average, ten people say “no” for every one who says “yes”, then start embracing the negatives, as each one takes you closer to the positives. Remember not to take it personally, although a great salesperson always analyses the situation afterwards so they can improve the next time.
4. Nurture not neglect
As a truly great sales person, you care about your customers and want the product to be right for them. You won’t sell the product if you feel it is wrong for the customer, even though you may have targets to make. Selling to the wrong person results in returns, complaints, and lower customer satisfaction, all of which are destructive elements to any company.
Not only that, but you have developed a relationship with your customer and genuinely care about them. You will go the extra mile after the sale to put things right if any aspects of the sale go awry.
5. Learn to earn
To be the best you can you must never stop learning. You need to know your product like the back of your hand. Depending on the product or service, you should have first‐hand experience with its operation, and be able to impart this knowledge on your client. When operational courses are on offer, attend them. Learn new sales techniques and make an effort to fully understand the benefits your customers will achieve from your product.
Nobody will deny that the world of sales is a competitive market place. It’s an industry where the great always keep improving. If you aspire to be in the upper echelons of salespeople, be careful to never fall into the trap of thinking you know it all. Invest in sales training on a regular basis to keep you in touch with your industry and on top of your game. Your customers will thank you for it ‐ and so will your boss.
Photo: https://www.flickr.com/photos/129941959@N06/ – CC BY 2.0