There’s no such thing actually becoming the best salesperson you can be. No matter how you become in selling your products and services, you can always find ways to improve and become better. Even if you regularly beat your company quotas, you can challenge yourself with your own set of quotas meant to motivate you to do better.
So how can you improve your sales technique? Even becoming a good salesperson isn’t always easy. But here are the basic principles of becoming a topnotch salesperson:
Master Your Product
You have to know everything about it. You don’t just memorize the specs, but you have to be familiar with all the quirks as well. You should be an expert in what your product can do and how you need to take care of it.
When your potential customer asks you something about the product you’re selling, you should be able to answer immediately. This tells the potential buyer that you’re an expert and you know what you’re talking about. In addition, it also implies that your product is worth knowing about.
So know and memorize everything there is to know about your product, and then have answers ready for all questions you’re probably going to be asked.
It’s not enough that you have an excellent spiel that usually yields you good results. That’s just a generic template. What you need to do is to tailor that template to fit the needs of your potential customers, and that means listening attentively to what they have to say. Ask questions about what your customers find important, especially with certain factors and features.
Be Able to Read People
Sometimes it’s not enough to listen to what people say. You also need to gauge their tone, facial expressions, and posture to get a more accurate picture of how your potential buyer is responding to your spiel.
Take note when they light up and suddenly express more interest in a certain function or feature. Find out if they’re getting bored with what you’re saying so you can.
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Establish a Rapport
A lot of making a successful sale resembles making a new friend at a party. It’s often about how your personalities mesh. After all, in a way you’re like a great friend recommending the perfect product for a buddy who needs it. But first, you may want to establish some commonalities so that your potential buyer recognizes that you know where they’re coming from.
What this also means is that you need to accept that sometimes personalities just clash for whatever reason. In that case, you may want to get a team member to take your place whose personality may best match the personality of the potential buyer.
Keep Moving Forward in the Sales Process
Making a sale may be described as a process with certain steps. Perhaps it starts by making the potential buyer realize that they have a problem, and then pointing out that you have the product that can be the solution. These and other steps ultimately lead to your potential customer buying what you’re selling.
What you need to do is to have a clear idea of the stage you’re in regarding the sales process. The goal is to encourage the customer to take the next step in the process. Find out what’s making them hesitate and then offer arguments that can overcome these hesitations.
Maintain Your Confidence
In many industries, you may have to fail in convincing dozens of potential buyers during the course of your job. Yet when you land a single buyer, it lands your company a lot of profit.
In a way, you need to accept that sometimes you fail. It’s like being a hitter in Major League Baseball—even getting a hit a third of the time is fantastic. You certainly don’t get a home run at every at-bat.
No matter what, you have to remain confident. Potential buyers can sense that confidence and that can convince them to buy. If you lose confidence in your ability to sell, some buyers will interpret that as losing confidence in the product you’re selling.
Understand Your Profit Margin
There are cases when you actually spend money on marketing and advertising than the profits you receive. You have to be aware of the numbers, to be sure you’re actually doing a great job in selling your products.