Sales! A word despised by some, loved by others… Some claim it’s art, others say it’s a science. So, what is it? And how can you master it? After several years working in the field with a few of the best sales guys on the planet, I think I have my answer!
It can be an art, a natural talent that gives you something that others need to work hard to achieve. But, don’t despair, that is not the end of the story. Hard work and technique is what will make you a star and, what makes a solid sales representative. Talent can only give you a head start. Science and hard work will get you to the finish line above target.
Key things for you to remember:
– Understand and challenge your customer. They might not appreciate it in the beginning but they’ll respect you in the long term. People BUY from YOU and only if they trust you.
– Know your stuff! There is no way around it. You might have the best product out there but you need to explain why AND adapt your speech to different audiences
– Be friendly and patient, Listen! Only by listening you’ll make your pitch effective and understand what your customer REALLY needs.
– Finally, identify the decision maker! There is nothing worse than doing a great pitch and invest your time on the wrong person!
Sales: A few lines to explain the basics… A lifetime of hard work to master it
Note: Cross Post on Linkedin
I don’t want to go away from the usual subjects of my posts. They are usually around people management techniques and product/project management and a few protocols. However and, without being a pure sales person I’ll share a few ideas and tips that I’ve seen across the business word, that were shared with me by pure sales people and of course that you find on the web. If you want to know in detail more about this subject I’m probably not the right person :).
Sales, sales, sales. Get out there, prove yourself, show that what are you selling is what your costumer needs.
Seems simple but in order to better than the rest you must prove that your product will bring more value than what your competitors are selling. Sometimes it is not easy but here are a few suggestions how you present yourself differently and distinguish yourself from others.
1. Seems a bit harsh but your appearance matters. You and your product are linked and you are the image of your product. Basics of fashion in the business world say that belts and shoes should be the same color. Have your shoes polished and when it comes to your clothes… buy good quality (even if it implies having less).
2. Every company has their own business cards and sometimes you can’t personalize yours but remember. After you are gone… your business card should speak for you and still be appealing to your costumer. I’ve seen black and silver business cards. Printed on both sides. One side can have your product inspirational slogan or your personal inspirational quote. I’ve seen suggested that on the back you can stamp the 7 reasons why customers like doing business with you. I’ve seen a personal business card that was divided in 4 different parts that could be detached because the person was representing 4 different and similar products. You have all sorts of ideas. Just let your imagination flow (if you can).
3. If you communicate by email (doesn’t everyone?) make sure you have a effective e-mail signature. Your e-mail signature should have all the relevant contacts such as your name, a small and catchy sentence describing your expertise, a telephone number, and your/your company web site. Don’t write long emails presenting your product. Keep it short but include periodically a P.S. and a P.P.S. to emphasize new product introductions, special sales, and special events. You are not a boring brand ;).