An outline of the essential skills used by top sales producers which you will learn in this article.
The first requirement in the pursuit of a happy and successful career in selling is your own belief in the value of the product or service that you are selling.
This is an ethics issue.
If you are not totally convinced that what you are offering represents good value then the chances are you will not sell it successfully, or if you do then your own self-esteem will suffer - not a price worth paying, especially when there are so many valuable products and services waiting for you to exploit.
The raw materials you need for Selling.
1) Social Skills. Learn the importance of your appearance and other personal attributes.
2) Your prospects needs and your personal needs.
3) Time, your most precious commodity.
4) Product or technical knowledge.
5) Ideas. Learn and practice ' creative visualisation.'
6) Energy. Learn how to stay enthusiastic and motivated.
Your job as the salesman is to maximise the effectiveness of all these ingredients, for the benefit of the customer, the company and yourself, in that order.
Of course the most essential requirement of all is your Attitude. Because of the inevitable rejection that is inherent in the early stages of your sales career a positive view of life or an optimistic outlook is necessary to carry you through to the next sale.Understand that nobody sells everybody and that your own sales record will improve if you question why you did not make the sale after each presentation.
As you go from presentation to presentation build up a list of all the objections you meet and find answers from your colleagues, soon you will have a repertoire of answers. Then the best strategy of all is to present the most common ones yourself before your prospect can think of them and of course answer them so that they no longer can spoil the sale.
Don has over 25 years experience in sales and sales-management in the advertising and Insurance industries. He is a highly successful and motivated entrepreneur now retired but involved in coaching salespeople through articles, talks and his up and coming best selling book "Successful Selling Secrets How to jet propel your sales and your income!" the content for which you can read for free on his website which will be also be the basis of the training course he is developing. Hobbies include, woodwork,hypnotherapy and coaching salesmanship and self development. |
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