If you are in sales then you probably know there are certain things you have to do to become successful. One of the characteristics of great sales people is the fact that they are extremely confident. A customer can sense if you are not sure of yourself or your product. That’s why it is so important to know your product and services including the features and benefits so that they can be matched with customers needs. The more competent you are the more confident you become.
You must be a good communicator and have the ability to establish rapport with your customer. Establishing rapport helps you to break the ice and begin the process of relating to and understanding a customer. Customers must like you and trust you before they will purchase from you. You must also have the ability to ask the right questions and in the right way. Start with open end questions which cannot be answered with a simple yes or no.
These types of questions get the customer talking about themselves. One example of an open end questions is the following: Please explain your experience with investments. Listening is another good quality because this helps you understand the customers needs and then gives you the ability to recommend the correct product or service. Customers want to know that you are listening to them and what they have to say is important.
As a sales person you can also use closed end questions. These are questions that the customer will answer with a yes or no and are designed to help you close the sale and control the conversation. One example is “Do You feel comfortable with high risk products?”
Sales job is no rocket science but at the same time it is not child’s play either as you must be aware of the products and their prices, aside from convincing the customers into buying them. There is a sales tracking software that allows to keep the relevant data secure in the system.
Another good quality to have is the ability to overcome objections. More sales people will tell you that they made the sell after the customer made their first objection. The recognized and understood the objection. Sometimes it’s a matter of giving the customer more information.
You have to be persistent. The average sale is not made until the customer has said no 5 or 6 times therefore you must have the ability to persevere with a course of action despite the difficulty. You cannot get discouraged when rejection comes your way. When a prospective client objects to your product offering always paraphrase the customer’s objection. Next have a solution that will help the customer understand why your product or service is going to solve their problem. When you make a sale it gives you confidence.
And finally be enthusiastic and friendly. Take some notes immediately after talking with a customer. Perhaps they have children and if you know the children by name it will let the customer know that you were listening and have a sincere interest in helping them eradicate their problem whatever it may be.
These steps are not easy to follow and perform consistently. It takes practice. Some sales people will tell you it took them years to perfect their craft. When you have it all down pat its time to learn something new and keep pushing forward. The top sales people are always increasing their knowledge by going to seminars and workshops. In the end it pays off because those rare individuals that master this craft are able to write their own ticket. That’s why a job in sales is one of the highest paid professions.
