Tag Archives: sales

Do you have what it takes to succeed in sales?

 

To be or not to be that is the question. You may be considering a career in sales but you’re not sure if you’re the right fit. Your hesitation could come from all the negative stories you’ve heard about the profession. And now you’re just not sure you’ll make the cut. You should do an introspection and ask yourself if you have what it takes. Are you fanatical about making a sale? Do you not take no for an answer? Do you have an outgoing personality? If you answered yes to these questions then sales could be for you.

Here are a few things you should know before pursuing a sales career path

Pressure

There are people who thrive under pressure while some just crumble under it. When you’re a salesperson you’ll deal with intense pressure because you’ll have to meet daily targets and deadlines. In order to perform well you need to know how to manage stress.

Communication skills

A good salesperson needs to have good communication skills. They need to master the art of conversation. For instance, you shouldn’t dominate a conversation, you should give room for the other person to have their say.

These are the 4 barriers to effective communication:

Using technical language – if you use acronyms and technical jargon which is only relevant to your profession then your customers might not understand you. You should be clear and concise when you make your sales pitch.

Lack of concern – if you show a lack of empathy towards the customer you won’t persuade them to purchase what you’re selling.

Judging the other person – a major block to communication is criticising or belittling another person. If you want to influence your customers and grow sales, then you should avoid judging them when you’re talking to them.

Lack of attention – You need to make the customer the centre of your universe. And the best way to do that is to pay attention to what the customer is saying and listen to them.

Great Listener

A salesperson needs to have good listening skills. You need to give your undivided attention to your client. Scrolling through your phone or interrupting a customer while they’re talking isn’t likely to score you brownie points. Focus on what they’re trying to convey in order to cater to their needs. If you don’t listen to the customer then you’re not likely to win them over and understand what they want.

Outgoing personality

Extroverted personalities are often talkative and thrive in social settings and make amazing salespeople. A salesperson has to be a people’s person and be able to form relationships quickly.

Be positive

Personality sells. People are attracted to warm, positive people. A salesperson should be energetic and have a radiant personality. The friendlier you are the more people will be drawn to you and be able to open up.

Confidence in your product

If you want to have the customer eating out the palm of your hands, you need to be confident about the item you’re selling. You need to believe in the product and its value in order to successfully persuade your customers. And if you’re not confident, you’ll instil doubt in the mind of the customer you’re trying to persuade.

Willingness to improve

You should be willing to improve on your craft. No matter how good a person is at something, there’s always room for improvement. And a good salesperson knows that. You could buy books, read articles and attend seminars. Acquiring more knowledge will help enhance your skills. The more you learn about sales, the more you’ll be able to influence others.

Persistence

A great salesperson knows that even when the going gets tough, they shouldn’t give up. They know they should persevere even when faced with challenges and obstacles. You need to be able to bounce back even though you had bleak sales in the previous month. When you’re a salesperson you’ll deal with ups and downs and you need to know how to keep yourself motivated through those times.

Achievement orientated

A salesperson needs to be fixated on reaching their goals each day. Always keep your eye on the prize and be achievement orientated. Your aim should be doing better than your previous records and others in the team.

Whether you’re studying a marketing course or just want to pursue a career in sales, you need to determine if you’re the right fit. Otherwise you’ll be frustrated and lack motivation. As a salesperson you’ll need to be confident, persistent and have a strong desire to win.  

 

Being savvy about sales

At some point, we all need to put on the shoes of a salesperson. It usually doesn’t matter what our career is or what we’re trying to sell. We will need to convey to someone else a good reason to invest their time or money in what we hope to contribute or sell to them. However, we’re not all salespeople. We should therefore consider skills that salespeople utilise in order to make our own successful transactions.

Confidence

No one wants to buy from someone who’s uncertain about what they’re selling. If someone is at all hesitant when telling us about a product, we’re going to assume they don’t believe in what they’re saying. As Business Woman Media notes, confidence “creates a balanced, collaborative person who establishes clarity in who they are and their direction.” This is the person we’d rather be engaging with.

Even if we believe our skills or product is incredible, that might mean nothing if we are at all shy or hesitant. In order to be good at sales, we must develop ways to be confident.

Understand customers’ needs

One of the reasons excellent salespeople make the kinds of sales they do is knowing people. If we’re selling cars, we’re already aware that customers are there needing cars. But that’s not enough. We also need to sell those aspects of driving which they won’t even realise they need, for example: security, reliability and affordability.

This applies to new or private car sales, to people buying cars for themselves or for their loved ones. Tapping into universal notions is what gets salespeople into successful transactions. They know what people need. We must do the same within business. We must know what our clients and customers need, even if it means tapping deeper. We aren’t just selling products, we must also sell an ideal world or goal they wish to achieve. Knowing what our clients prioritise is key.

Listening matters

Conveying confidence and knowing our customers is all part of a system of successful sales. When we have the right data, we can confidently say our product or service is the best for the customer. Yet, one important part of acquiring that data and knowing how to adjust is through listening. Without this, we can’t hope to succeed in our sales.

Good salespeople aren’t just good talkers, they’re good listeners, too. Every customer is unique and thus, only by engaging them through communication, can we hope to know how best to sell. This doesn’t mean merely speaking, but proper communication in terms of email, texts and so on, too. We must be willing to ask questions and know what questions to ask.

By combining these essential sales skills, we can match the masters themselves. Each one of these is useful individually, but put together, they form a powerful method to help improve our business.

How to improve the experience of modern retail customers

Shopping can be a pleasant experience – even though most people would rather merely acquire the items they need and leave. This is partially why there has been a massive rise in the online retail shopping. Indeed, with the rise of digital, retail shopping in-stores must do more to entice people out their homes and away from the apparent convenience of merely clicking and ordering the items they require.

Competing with the convenience of digital is an ongoing concern for all industries, that have traditionally relied on walk-in customers. But the two need not be opposed; in fact that one can lead to the other. Just as the internet is a tool for customers, it can be and should be a tool for businesses.

Consider for example social media: this has proven a highly effective way to engage directly with customers. As social media experts and designers Hootsuite note: social media can inform you about your audience and their needs; it is also highly effective marketing as it helps you reach audience who might never have heard of you; you can also obtain instant feedback to improve your business. The ease of communication means you will get feedback (both positive and negative) which is often overlooked in walk-in experiences of retail.

None of this negates or ignores in-store foot traffic. It’s important to still maintain efficiency at every point – whether online or instore. You still need excellent customer assistants, you still need up-to-date point of sale software, you still need the best stock and competitive prices.

To do better by your customers, you need to have their input. Though digital customers might be easier to measure in terms of their responses, you might want to find ways to also obtain information from in-store customers. Handing out question cards – as long as they are not long or too detailed – or directing them to suggestion boxes can do wonders. So often, we as business people, might overlook simple changes that only customers see.

It’s important than to take measurements and obtain data – which you can do in multiple ways – no matter how harsh or difficult it might be. We can’t hide from facts and from what makes objective sense to improve the business; our failures shouldn’t be hidden, but faced head-on to overcome, improve and create a better business.