This article is for those who want to become a successful sales professional. Knowing how to sell a product is a skill that must be practiced. Good salespeople have a strong work ethic and never give up on a sale. You must know your product, know your customer, and be able to clearly show how your product will improve the life of your customer. Develop a sales pitch that is specific to the needs of your customer and follow up to close the deal. If you are not able to close the deal, continue to develop a relationship with the customer. You may win them over eventually.
I am going explain below mentioned points :
- what is sale?
- Who is sales person?
- How passionate should a sales rep be?
- The Art & Science of Selling
- 5 Characteristics of Successful Salespeople
- 8 Tips for How To Be a Better Salesperson
Let’s understand What Is a Sale?
A sale is a transaction between two or more parties in which the buyer receives tangible or intangible goods, services, or assets in exchange for money. In some cases, other assets are paid to a seller. In the financial markets, a sale can also refer to an agreement that a buyer and seller make regarding the price of a security.
Who is the sales person?
A person whose job is to sell a product or service in a given territory, in a store, or by telephone : a salesman or saleswoman.A salesman is someone who works in sales, with the main function of selling products or services to others either by visiting locations, by telephone, or in a store/shop
A day in the life of a sales Person
How passionate should a sales rep be?
The more passionate a rep is about what they’re selling and who they’re representing, the more genuine the sales conversation will be. If you ask sales veterans how to be a great salesperson, they will all tell you that you have to be passionate about your work.The most successful salespeople don’t rely on luck. They’re disciplined about building relationships, optimizing their sales funnel, and automating their processes – regardless of whether they’re selling from home or in the field.
The Art & Science of Selling :
- Most of the sales people in most of the organization are not trained in sales methodologies.
- Many people think that sales is just about contacting the leads and persuading them to buy the product or service.
- Sales involves understanding the prospects needs,pain points,desires and then presenting the product as the bridge between their current state and their desired state.
- To establish the current state and desired state,one needs to ask a certain set of questions in a specific order -and the product has to be presented in a specific way .
5 Characteristics of Successful Salespeople
A person’s attitudes, personality, and work methods (together classified as their “approach to work”) are virtually the entire basis for professional success. Common sense dictates that a person’s approach to work plays an important role in their performance on the job.
By the very nature of the work itself, successful salespeople possess a unique set of personality attributes that enable them to succeed. It takes a special kind of individual to succeed in sales. There are five key qualities that are essential for success:
Empathy is the ability to identify with customers, to feel what they are feeling and make customers feel respected. Empathy is NOT sympathy, which involves a feeling of loyalty with another individual. A salesperson showing empathy can gain trust and establish rapport with customers by being on their side and not appearing judgmental. Empathy allows the salesperson to read the customers, show concern, and clearly demonstrate his or her interest in providing a proper solution.
A person with focus is internally driven to accomplish goals and can stay attentive to one topic. They are able to organize themselves and recognize what needs to be done in order to achieve their goals.In a salesperson, focus produces best results when it is balanced with empathy. You then see a person who listens and identifies with the customer while keeping focused on set goals, and who is able to translate these goals into solutions for the customer.
A person with a strong sense of responsibility does not place blame on other people when placed in a difficult situation. He or she does not get defensive nor do they try to blame the situation on circumstances or on other people by making statements such as, “It’s not my fault boss that the consumer refused to buy due to family issues or financial issues .”
This person has persistence—a trait that is critical in the sales world because of the frequency of rejections salespeople experience. In the face of failure, some people throw their hands up in the air and resign themselves to the disappointment because they feel helpless to change the situation. Others, however, see themselves as being more resilient and that a customer’s refusal is NOT a rejection of themselves personally, but of the opportunity being offered. Salespeople who possess a large amount of optimism like themselves and when they encounter failure, although disappointed, it does not destroy their positive view of themselves. They consider themselves still in the running and able to turn the situation around. They believe that they can make things better by using a different approach, or by trying again.
Ego drive is the inner need to persuade another individual as a means of gaining personal gratification. The ego-driven individual wants and needs this victory in an intensely personal way as a powerful enhancement of self-esteem. Ego drive is not ambition, aggression, energy or even the willingness to work hard.
8 Tips for How To Be a Better Salesperson
Eight ways to upgrade your everyday selling routine to be more productive.Sales success doesn’t hinge on what you do here and there – it’s about the habits and patterns you adopt every day, so think about how you can use these tips to craft a more effective, repeatable selling motion.
1. Proactively disqualify prospects
Productive salespeople focus on investing in leads that are most likely to convert. Determine the exact criteria a prospect needs to meet before you spend time moving them further through the sales process.
Ask specific questions to figure out whether the next conversation will be productive and mutually beneficial. If you determine this isn’t an advantageous opportunity for both parties, take the initiative to inform the client you both will be better served in revisiting the partnership at a later time. Be polite, honest, and empathetic as you build customer relationship.
2. Lean into data from your CRM Platform
Leverage the power of your CRM platform to surface useful information about your leads. Others in your company may have added insights about leads and notes about previous interactions. Armed with that data — on their history with your company, the products or services that already pique their interest, and other notes — smart salespeople can enter conversations with the relevant background information they need.
Plus, with the right CRM system, you’re able to automate a lot of otherwise extra steps, allowing you to create more touchpoints and connect information across silos. This saves reps dozens of hours each month. That’s important because studies have shown that the average rep spends only one-third of their time actively selling. CRM data will also help you and your leaders forecast more accurately, as shown in the next image of a forecast divided by leader.
A Sales Cloud dashboard
3. Use mobile tools
You’ll be more productive if you can work from your phone instead of only from your desk. Fortunately, sellers have plenty of options for mobile sales tools today, including:
- Video conferencing
- Salesforce Inbox
- Voice memos
- Mobile CRM
- Productivity and Collaboration Tools
This doesn’t mean you have to work 24/7. It just ensures that you no longer have to feel tethered to your computer. Take the time to set up your workflows and systems on your mobile device so you can stay productive wherever you are.
4. Focus on channels delivering high lead quality
Many inbound and outbound salespeople are naturally inclined to focus on the sales channels that bring them the most leads and keep them busy. This makes sense; more is usually better. However, successful salespeople look especially closely for channels that provide the best lead quality.
By taking a full-funnel look at which lead acquisition campaigns bring the most revenue, you’ll invest more of your time on leads that drive revenue, rather than just maintaining a large pipeline of lower-converting prospects.
5. Ruthlessly prioritize your pipeline
Adding to the previous point, top-performing sales reps also prioritize their sales efforts based on customers who are more likely to buy. They weigh the revenue potential against their chances of closing the sale and then budget their time and resources accordingly. Ruthlessly prioritizing is key to sales productivity.
Effective salespeople deprioritize long-shot accounts and postpone activities that generate little or no revenue. This doesn’t mean you have to burn bridges. Rather, it just means you don’t expend an outsized amount of effort on customers who aren’t ready to convert. That way, you’re more disciplined with your time and resources.
6. Use every conversation to add value
Make good use of customers’ and your own time by adding value at every touch point. If you don’t have valuable information and insights to add to that email or video call, wait to communicate until you do. Once your customers see that conversations with you always provide new learnings and insights, they’ll start to see you as a trusted advisor.
Two Examples to bring this to life:
- Deepak Kanakaraju-CEO & Co-founder-LearnToday.com https://digitaldeepak.com curated a series of daily # Winner Take all-encouraging people to find their superpowers and skill-up on digital Marketing. The company funneled registrants into Salesforce Essentials to track and nurture leads with customized content.
- A web services firm recently began offering free webinars and office hours to help their customers build skills in remote education while schools are physically shut down.
Inspired by these examples? Come up with your own creative, useful ways to connect.
7. Reinvest in existing relationships
Renewals and referrals make up a significant portion of most salespeople’s accounts. That’s why it’s important to regularly check in with existing customers to see how they’re doing and discover if you can still provide them with additional resources, support, and value, even if their next renewal date is still months away.
Often, you’ll find that extra effort throughout the lifetime of your relationship with customers pays off in dividends when they happily renew their contract with you, increase the scope of their engagement with your business, and even go out of their way to share customer testimonials and new client referrals.
8. Meet deadlines at all costs
As your client list grows, it’s easy to accidentally let different projects slip. Rather than abandon your responsibilities, focus on meeting your deadlines before completing any nice-to-have projects. If you can’t meet a deadline, give as much of a heads-up as possible and propose a new deadline. Delegate, automate, or reassess your processes wherever needed. Your goal is to keep your team and your customers satisfied.
Sales are the most important part of establishing your product or brand in the market. People do not like to be sold. They liked to be helped. Most successful salesmen use this for their advantage. Most people are of the idea that sales depend only on communication. A study revealed otherwise. It said that sales are 90% conviction and 10% communication of the conviction.In Short you have to follow these points.
Close the deal- If the buyer shows any interest, actively try closing the deal by being consistent in your efforts.
Understand the prospect emotionally — If needed and add values then link the product to ethnicity or culture.
Listen more than you speak — Active listening skills act as proof that you care about the customer
Build a connection with your prospect — You would not marry a stranger. Similarly, a stranger would not buy your product. Spend some time and know your prospect.
Identify your target audience — You cannot sell to anything to anyone. Research and zero down your niche audience.
Know your product — Add values to your preparation and knowing what you sell will help you demonstrate the specifics better to prospects.
Use prospecting skills — Knowing when and what weapon to use on the battlefield will increase your chances of winning.
Sell with conviction — Show the prospect that you believe in the product you are selling. Put yourself in the customer’s shoes.
Ask relevant questions — Ask them questions about the product or the services you are offering — Helps in analyzing what the customer wants or is looking for.
Follow-up — Particularly important part since it helps you keep the customer’s attention.
Author:Deepti Singh Ganguly