Some people were born to be sales people. They simply possess all the necessary traits required to make a strong sales pitch, followed by a convincing closure. They are confident and driven, with a gift with words and a penchant for persuasion. No matter how good you are though, there’s always room for improvement.
Some people were born to be sales people. They simply possess all the necessary traits required to make a strong sales pitch, followed by a convincing closure. They are confident and driven, with a gift with words and a penchant for persuasion. No matter how good you are though, there’s always room for improvement. Here are five steps for perfecting your sales technique:
Become a research guru
Preparation is key in most things in life. Things for which the ground-work is laid beforehand, are sure to be a success in the end. The same applies when it comes to making a sales pitch. It’s vital that you enter into discussions armed with the necessary knowledge and information you need to close the sale. You need to have a thorough understanding of the business you’re pitching to as well as the overall industry. It also helps to know a little more about the person you’ll be selling to as well as gaining some insight into who your competitors are and how they operate. When it comes to sales, knowledge is power.
Play the part
First impressions can be formed within the first 15 seconds of meeting someone, so ensuring you’re dressed for the part is important. How you appear can have a direct influence on someone’s perception of you so if you want to come across as confident, your attire should reflect this. Dress appropriately for your meeting – most sales people go for a professional appearance that is simple and smart. At the end of the day you’re the face of your product or brand so be sure to send the right message to those encountering you for the first time. Neat and tidy is usually the way to go.
Perfect those people skills
There’s no denying it: if you’re not great at interacting with people, the chances are you’re not going to succeed as a sales person. Brush up on those interpersonal skills by completing short courses or chatting to people who have been in sales for a long time. Experts in the field can very often offer valuable advice that no course can. As a sales person, you want to find the perfect balance between being charming yet firm, and being persuasive without coming across as too pushy. Listening to a client is also very important – this builds trust and shows the client that you truly understand their needs.
Sell the benefits
This may seem like an obvious one, but if you want to make a sale, you have to make your potential buyer understand just how much your product or service can make a difference in their lives. Highlight the benefits of what you offer regularly yet subtly, and remind the client as much as possible that taking on whatever it is you’re selling can only be advantageous to their business. You need to do these things naturally though, as overselling can be perceived as insincerity.
Avoid pressurising people
The last thing someone wants is to feel as if they’ve been backed into a corner. Making a sale involves a degree of persuasion and sweet talking, but it should never involve aggression or pressure. Of course you’ll have monthly quotas to meet, but making someone feel like they can’t make a decision without thinking about it properly and with a little time can only end badly. Sometimes clients will need a gentle push in order for you to close the deal, but the operative word here is “gentle”. Don’t become the bad guy forcing them into a decision.
Perhaps as a seasoned sales person you’re already aware of these tips, but if not, try applying them the next time you make a pitch. It takes time and practice to become a great sales person so give yourself time to learn the tricks of the trade and perfect your technique.
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