Sales is generally understood to be an exchange of goods or services for an amount of money or some other form of compensation.
It is the completion of a commercial activity. It needs a seller, an offer by a seller a buyer and an acceptance by a buyer to complete a sales activity.
Salespersons are supposed to have an outgoing personality and a knack of convincing the potential buyers with their skills.
Here are a few tips about what makes them tick:
Focus on selling solutions not products: If you go on a high sales pitch about how good your company is and how great your product is, the buyer doesn’t care. But if you tell your prospect how you are going to enhance their profits, or make their life easier they will be all ears.
Don’t rush the customer: The best way to get the customers to resist you is to make them feel rushed or pushed. Give them information one at a time, let them absorb it and give them time to think, consult others and decide. The more you show that you are nervous and desperate for sales the more difficult the sale will be for you. It takes 7 to 10 calls before the customer is willing to listen to you; most sellers give up after 3 to 4.
Research before you call: There is no bigger disaster than a salesperson being ignorant of details about the product or services he is trying to sell. You should be able to anticipate each question and be ready with a convincing answer delivered with confidence. You should also do enough research to know about the company you are selling to and how you can solve their problems with your sale.
Step in the customers shoes: Pretend to be the customer and play back a recorded script of your sales pitch. Play back also a video yourself giving answers to their skeptic queries.
Attitude: Do you have what Tom Peters the management guru calls a thinly disguised contempt for your customers? If you have negative attitude towards sales or customers in general, change your profession. It takes a lot of positivity to convince a customer. And they can see it written all over your face.
Success in sales depends a lot on your mental makeup and being convinced of the ability of the product or service that you are selling to solve the customers’ problems. A lot depends also on knowing what makes a salesperson successful. Following these tips will ensure that you are on your way to achieving your sales goals.