Landing a job in sales is one thing, but being successful in sales can prove to be a much more challenging and stressful task. There are a couple of reasons job boards are always flooded with open sales positions.
Working in sales isn’t for everyone
If the stress of quotas and performance-based job security is enough to keep you awake at night, and if you lack confidence, motivation, or social skills, then sales may not be for you. To be successful in a sales position, it takes an individual with specific skills and characteristics, along with the right mindset and proper training.
Training and coaching is often subpar
The sad truth is, many new hires in sales positions (who would otherwise be successful) fail because they are improperly trained, thrown into a sea of prospects, and told to deliver results or get out. This situation is far too common, and is a recipe for disaster from the start.
Regardless of your experience or circumstance, there are specific sales practices that should always be followed and will lead to success. Here are ten sales practices you should always follow:
5. Build value
If you can effectively build value in your offerings, they will essentially sell themselves. Give examples of situations where a past client had a challenge, how your services helped solve it, and the end result. This strategy is effective because it describes real-world application of what you are offering, and doesn’t seem like they’re being sold to. Once you discover specific solutions the prospect is most interested in, keep building value around those points. Before closing, it’s important to go back and summarize each point of value you discussed earlier.
6. Be honest
Prospects may be apprehensive to fully trust you because you may be perceived to have self-serving motives as a salesperson—commissions and quotas. This is a hurdle that you will face in almost every sale, so learning how to defeat it quickly is vital to gaining business. People want to buy from others they can trust, so honesty and transparency at every point in the sale is an absolute must. Throw in some humor if you can, and be genuine in your conversation. Remember that the point of sale is only one part of the transaction, so don’t think you can use dishonesty as a closing tool without it coming back to bite you. A great overall buying experience−from interaction, to the product, to service after the sale−creates returning customers and increased sales through referral.
7. Ask for the sales
The moment of truth is at the point when you ask for the sale. When asking for the sale, never ask the prospect a question they can answer “no” to! For example, instead of asking “Would you like to buy this today,” you would ask, “Would Monday or Wednesday be better for you to come to the store?” This tactic assumes the sale and offers the client options, which gives them the feeling that they are in control. Should the client say “neither,” offer them more choices. If you have successfully built value and addressed the prospects’ needs and concerns, then asking for the sale and getting a “yes” should be a given
8. Handle rejection professionally
Sometimes things don’t go as planned, no matter how well the pitch goes. Maybe the prospect wants the product, but doesn’t have room for it in the budget. Other times, a prospect may be interested, but not convinced. Regardless of the reason, rejection always stings the same after a good effort. Handling rejection in a professional manner can be difficult, but it is always necessary. You never know when that client’s budget might increase, or whether they will become convinced after hearing how well it worked from a friend. Prospects sometimes come back after the initial “no,” so don’t burn bridges!
9. Keep trying
It’s easy to get down when you’re on a losing streak with prospects, but remember that Rome was not built in a day, and even the most successful salespeople have their slumps. This step applies to both rising from sales slumps and persistence with the client that said “no” until you get a “yes.” If you have a client that remains unconvinced, don’t give up. Instead, figure out what their objection is, find a solution, and try again! If you’re in a sales slump, treat it as a learning experience, and make the most of it by finding and testing new, more effective sales strategies. Challenges are inevitable, so utilize them as an opportunity to develop your sales skills and you will be even more successful than you were before.
Source: Profiles International
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