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Solid sales success is attainable for sales people in all professions. What they must first do is gain better control of their selling skills. Too often the salesperson feels that they’re at a loss when entering a client's domain. It's not unusual for salespeople to say that they “just can’t make this call, the prospect already has a vendor, the prospect’s friend is taking care of that account, I don't know it just doesn't feel right” or any number of excuses.
So what’s the problem?
The problem is that sales is not an easy profession. The salesperson always seems to be at a disadvantage. They automatically “sell to” the buyer rather than let the buyer buy from them.
Through listening, learning, understanding and responding to their clients’ needs the sales professional can gain the upper hand.
Remember that sales should be a win-win situation for everyone. Clients, customers and salespeople should always feel good about the sales process; otherwise there’s something wrong.
Becoming successful at sales may be about control but it's not about manipulation, lack of caring or taking advantage of any one.
Sales success is also about finding needs, fulfilling those needs, following up, representing correctly, adding value and having fun.
While it's true that people buy emotionally sales are sustained rationally. So look for distress, fear, concerns, weaknesses and needs, provide solutions, solve problems and you will create opportunities.
Twenty-eight years ago I formulated these six steps and taught them to my retail, as well as wholesale sales force. These steps helped me build a very successful business. They can do the same for you.
Those steps are:
Understanding who you are
Understanding others
Getting prospects
Getting agreements
Adding value
Closing
Before any salesperson goes out on a sales call, in fact, before they even become a salesperson they have to understand themselves.
What does it take to become a motivated salesperson?
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