The Basics Of Successful Selling, Online Or Off! Part III
Becoming a Successful Sales Person
Master sales people have a concise mission statement that describes what they are all about. They employ some of the most advanced selling methods that are defined by significant traits and behaviors. These selling masters are among the wealthiest people in the country.
The definition of success can be described as fulfilling a personal mission statement. You must be able to determine when to end the sales relationship and begin a more personal relationship as a valuable resource for the customer. A key trait of successful sales people is their willingness and ability to learn. You must give up trying to control your customer and instead guide them through what can be described as a learning process.
Selling involves creating trusting relationships or partnerships with customers. Your goal should always be to help the customer grow and improve their business. A customer that buys into your service or product is also buying into you. Simple actions, such as promptly returning phone calls, are important for establishing trust within the relationship.
Trust Is Fundamental In Selling
There are many other ways to build trust:
- Be dependable
- Send a thank-you note
- Do something special for your client
- Provide excellent customer service
- Handle complaints immediately and with compassion
- Show genuine appreciation
- Above all, value your customers
A successful sales person does all of these things without expecting anything in return from the client. When presented with a challenging client it's important to take the time to listen and express compassion for their needs. Try to come an understanding that will benefit you and the client.
If You Can't Communicate Well, You Can't Sell!
Communication is more than just the spoken word. A person's tone of voice and their facial expressions may portray a different message than what they are saying. Keep communication pleasant by following these guidelines:
- Compliment the client for things they do well
- Turn negatives into positives
- Match services or product to the client's needs
- Ask open-ended, skilled questions
- Keep dialog friendly and balanced
It's important to stay calm and collected; whether you're facing a sale loss or when closing the biggest deal of your career. Showing negative feelings when a prospect has said no can ruin chances of a sale during your second visit. Likewise, showing too much excitement when closing a huge deal may make the customer uneasy.
When it comes to sales, price is relative. It's important to determine earning potential per hour and to use your time effectively to maximize those earnings. Focus on actions that will bring you closer to your goals.
Understand Your Client's Reticence To What You're Selling
Always consider your client's thoughts and feelings during a sales pitch. Try to predict concerns that they may have and address them in a positive manner.
Some possible concerns to address:
- Should I trust this sales person?
- Could this be a scam?
- I really don't have time for this.
- There's nothing wrong with my business.
- My business may have a problem, but I want to find the solution on my own.
- I can't afford this right now.
- The product or service is too risky.
- The risks outweigh the benefits.
- I don't see a solution to this problem.
If a prospect tells you "no", don't be afraid to ask for a referral. Perhaps they know someone who can use your product or services.