If you’re just starting out in the business world, sales can be a great way to launch your career. You’ll learn persuasion, you’ll learn how to satisfy customer needs, and if you’re good at it, there’s the potential to make a lot of money fairly quickly.
So how do you become a great salesperson? Here are 8 tips:
1. Sell a great product or service. You’ll immediately put yourself ahead of the game if you go to work for a company whose product “sells itself.” Sell a product or service you genuinely believe in, that performs as advertised and delivers true benefits to customers, and you’ll find that selling isn’t just a job — it’s a pleasure.
2. Work for the customer, not your company. Make your customers your top priority. Work toward satisfying their needs in an honest way and, ultimately, you’ll benefit as well.
3. Listen and learn. Before trying to sell anything, try to identify exactly what your customer’s problems are (not necessarily what your customers want — or think they want — since they may have no idea). Only after you know your customer’s need should you think about a solution.
4. Be positive. No one wants to buy from a grump. Selling requires you to have an upbeat, positive attitude, especially in front of your customers. No, being sunny all the time isn’t easy, but it’s a fundamental part of the job.
5. Build personal rapport. You can usually boost your sales effectiveness by taking time to develop a personal connection with each customer. Spend time to find common areas of interest and talk about them. Subjects can include sports, movies, hobbies, restaurants, travel and families. (Stay away from politics and religion!) Although completely off-topic from business, such conversations can go a long toward building mutual trust and understanding.
6. Understand that sales are built on emotions, not logic. People buy because they want to buy, and will then search for reasons to justify their actions. Use this to your advantage. Provide your customers with good, solid reasons for making a purchase, but do so to satisfy an underlying emotional urge.
7. Ask for the sale. Rookie salespeople are often too shy and self-conscious to come right out and say, “So, are you ready to buy?” But pros know that closing is what it’s all about it. Few people will hand over money until prompted to do so. It’s up to you to kick the customer out of neutral.
8. Follow-up. The best way to prevent buyer’s remorse — and to generate repeat business — is to follow-up with your customer once the product or service has been delivered. Is the customer satisfied? Is there more you can do to further enhance the customer’s experience?
