Many novice sales people ask the question – "What do I have to remember to become a good sales person?" You don't have to be born a sales person. Some have a natural predisposition for this career, and some do not. Apparently, you need a talent for this.
I am of the opinion that everything can be learned. If your interests have led you to such a career path, do everything in your power to be the best! Learn from the best! Get experience! But most of all: believe in yourself! Being the best sales person does not depend on luck like when you play the lottery at Lottoland. It just requires passion and dedication.
In addition, this is such a crucial profession. As Brian Tracy once said in one of his numerous appearances:
“Sales people are the most important people in the economy. “Similar principles and techniques operate in both the sale of goods and services, in the retail and wholesale markets. Of course, each industry also has its own individual “golden rules” that guide it.
Here are some tips for novice sales people:
1. Be yourself. Never try to be someone else – only then you have a chance to become credible in the eyes of the client.
2. Inspire customer trust. Will you agree with me that you will not even buy toilet paper from me if you sense that I am hiding something from you? Trust is important.
3. Do not lie. The deceived customer will surely share his negative opinion about you with others. Unfortunately, it will affect you, your sales, and even the entire company you represent.
4. Prepare yourself well before establishing contacts with customers. Get general knowledge about the client’s company, its position on the market, about the industry in which it operates, about its competition, and of course about the product or service you sell.
It is also extremely important to recognize your competitors – do not be surprised by a customer who may know more about them than you do. Find out as much as possible before you act!
5. Build a good relationship with your customers. Relational selling is, in my opinion, the basis of this profession. Recommendations, a growing network of clients, constant and long-term cooperation with partners that trust you pay off.
6. Search for answers to the questions asked. Avoid statements like, “I don’t know.” Customers like to receive reliable information, so it’s better to say: “It is difficult to find an unambiguous answer to your question, but if you allow me, I will call you again in a moment.
I will consult a specialist (boss / producer / etc.) about this issue.” By applying this approach, you can count on the understanding of the client. Certainly, the client will appreciate that you are trying to deal with his case.
7. Build your network of contacts. Refresh your old contacts. Make an appointment with friends or existing clients and offer your assistance. Your network of contacts can also grow when you ask for a recommendation from your clients. If these are your first steps in a given industry – you can start with your friends.
8. Search for potential customers. Regardless of the industry, the main source of contacts are our previous acquaintances and the Internet. In addition, there are various search methods, such as:
o social media,
o publishing articles,
o the customer base of the company you work for,
o taking over “orphaned customers”,
o conferences, industry meetings.
9. Build your personal brand, work on your image. Your personal brand is created every day, in every situation, with every transaction and in every business conversation. Start by building a good relationship with your clients, and they will repay you by recommending you.
10. Learn to listen to the client. Do not focus on the product / service, but mainly on the customer. Try to understand what your interlocutor needs. The customer is the most important in this process. There is no sale without it!
11. Ask questions – this is the most important part of the sales process. The questions will allow you to determine what your client’s needs are.
12. Learn to deal with stress. Stress can kill the best deal when it makes you make unrepairable mistakes. In addition, cortisol, the “stress hormone” produced in your brain, is effective in inhibiting creative and clear thinking.
When a customer surprises you with a question that you don’t know the answer to or is embarrassing, sometimes silence can help. Give yourself a moment to think, think over your answer.
When the situation becomes tense and the client is upset, it is worth pausing and looking for an opportunity to cool things down. Do not enter into open conflict or you will lose the client. Take care of their problem, try to help them (of course, if possible).