ArtsAutosBooksBusinessEducationEntertainmentFamilyFashionFoodGamesGenderHealthHolidaysHomeHubPagesPersonal FinancePetsPoliticsReligionSportsTechnologyTravel

The Basics Of Successful Selling, Online Or Off! Part III

Updated on September 5, 2009

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.

Do you think you can trust this guy?
Do you think you can trust this guy?

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.

Back To Start

Comments

    0 of 8192 characters used
    Post Comment

    No comments yet.

    working

    This website uses cookies

    As a user in the EEA, your approval is needed on a few things. To provide a better website experience, hubpages.com uses cookies (and other similar technologies) and may collect, process, and share personal data. Please choose which areas of our service you consent to our doing so.

    For more information on managing or withdrawing consents and how we handle data, visit our Privacy Policy at: https://hubpages.com/privacy-policy#gdpr

    Show Details
    Necessary
    HubPages Device IDThis is used to identify particular browsers or devices when the access the service, and is used for security reasons.
    LoginThis is necessary to sign in to the HubPages Service.
    Google RecaptchaThis is used to prevent bots and spam. (Privacy Policy)
    AkismetThis is used to detect comment spam. (Privacy Policy)
    HubPages Google AnalyticsThis is used to provide data on traffic to our website, all personally identifyable data is anonymized. (Privacy Policy)
    HubPages Traffic PixelThis is used to collect data on traffic to articles and other pages on our site. Unless you are signed in to a HubPages account, all personally identifiable information is anonymized.
    Amazon Web ServicesThis is a cloud services platform that we used to host our service. (Privacy Policy)
    CloudflareThis is a cloud CDN service that we use to efficiently deliver files required for our service to operate such as javascript, cascading style sheets, images, and videos. (Privacy Policy)
    Google Hosted LibrariesJavascript software libraries such as jQuery are loaded at endpoints on the googleapis.com or gstatic.com domains, for performance and efficiency reasons. (Privacy Policy)
    Features
    Google Custom SearchThis is feature allows you to search the site. (Privacy Policy)
    Google MapsSome articles have Google Maps embedded in them. (Privacy Policy)
    Google ChartsThis is used to display charts and graphs on articles and the author center. (Privacy Policy)
    Google AdSense Host APIThis service allows you to sign up for or associate a Google AdSense account with HubPages, so that you can earn money from ads on your articles. No data is shared unless you engage with this feature. (Privacy Policy)
    Google YouTubeSome articles have YouTube videos embedded in them. (Privacy Policy)
    VimeoSome articles have Vimeo videos embedded in them. (Privacy Policy)
    PaypalThis is used for a registered author who enrolls in the HubPages Earnings program and requests to be paid via PayPal. No data is shared with Paypal unless you engage with this feature. (Privacy Policy)
    Facebook LoginYou can use this to streamline signing up for, or signing in to your Hubpages account. No data is shared with Facebook unless you engage with this feature. (Privacy Policy)
    MavenThis supports the Maven widget and search functionality. (Privacy Policy)
    Marketing
    Google AdSenseThis is an ad network. (Privacy Policy)
    Google DoubleClickGoogle provides ad serving technology and runs an ad network. (Privacy Policy)
    Index ExchangeThis is an ad network. (Privacy Policy)
    SovrnThis is an ad network. (Privacy Policy)
    Facebook AdsThis is an ad network. (Privacy Policy)
    Amazon Unified Ad MarketplaceThis is an ad network. (Privacy Policy)
    AppNexusThis is an ad network. (Privacy Policy)
    OpenxThis is an ad network. (Privacy Policy)
    Rubicon ProjectThis is an ad network. (Privacy Policy)
    TripleLiftThis is an ad network. (Privacy Policy)
    Say MediaWe partner with Say Media to deliver ad campaigns on our sites. (Privacy Policy)
    Remarketing PixelsWe may use remarketing pixels from advertising networks such as Google AdWords, Bing Ads, and Facebook in order to advertise the HubPages Service to people that have visited our sites.
    Conversion Tracking PixelsWe may use conversion tracking pixels from advertising networks such as Google AdWords, Bing Ads, and Facebook in order to identify when an advertisement has successfully resulted in the desired action, such as signing up for the HubPages Service or publishing an article on the HubPages Service.
    Statistics
    Author Google AnalyticsThis is used to provide traffic data and reports to the authors of articles on the HubPages Service. (Privacy Policy)
    ComscoreComScore is a media measurement and analytics company providing marketing data and analytics to enterprises, media and advertising agencies, and publishers. Non-consent will result in ComScore only processing obfuscated personal data. (Privacy Policy)
    Amazon Tracking PixelSome articles display amazon products as part of the Amazon Affiliate program, this pixel provides traffic statistics for those products (Privacy Policy)