If you have the gift to gab and can be a bit persuasive, being a sales rep could be the perfect job for you. But, there are some skills that are needed that really set sales reps apart from each other. There are those who consumers know they are being given a sales pitch to, while others really make the consumer believe in the product.
If you are ready to increase sales and make all of your consumers’ true believers, give the following strategies a try.
Product Intel
Before you make any attempt to sell a product, you must thoroughly and completely know the product. You cannot be asked a question and be unprepared for the correct answer. It will immediately diminish your credibility when trying to convince the customer to buy the product.
There should be product training provided to all new reps so they can learn how to explain everything about the product. This will help them develop the confidence needed to sell the product. Sales reps who can go deep into the knowledge of the product will get farther than those who “think” they know the product.
Spend the extra time getting to know what you’re selling. It will really show in your in the number of sales you get.
Expanding Your Network
Once you are completely invested in your product, it’s time to develop a plan to sell your products to the right consumer. In addition to connecting with your current clients, it is extremely important to look for referrals through your current connections. You should also be asking your repeat customers to make referrals on your behalf. It always helps to know somebody.
Don’t be afraid to contact those who have already said no to you before. You could have caught them on a bad day or they could have had budget restraints. Good sales reps will try to reconnect with them and try to build a relationship. This way if they want to buy the product in the future or, if they know someone who could use the product, they will come to you. You won’t be able to get everyone on board, but your persistence will pay off with some.
It’s Okay To Listen
Too many times sales reps come in full of way too much energy, ready to make a sale. It can become overwhelming to the customer and cause them to shut you out. You want to slow down and actually understand and hear what your customer is saying. Don’t be contemplating your next sentence or assume you know what they are going to say next. Listen to the customer and make sure they know you are fully engaged.
This provides you with a great opportunity to really get to know your customer. You may learn what some of their hardships are and approach them from a different perspective. Having knowledge of who you are talking to can go a long way. Allow your customers the chance to get to know you too. You will be able to develop trust and, in the end, both parties win.
Being aware of your tone of their voice will also help you in your conversations. People will be more likely to listen to you based on a calming tone rather than a strict, formal business tone.
Strive to Get Better
Don’t ever settle with your sales style. What worked for you two years ago, may not be a good strategy today. Times change and people change. You need to be able to have several tricks in your bag.
“ How education and knowledge can improve your business” is a great read to remind you of how you can adapt to a changing customer base. Attend workshops or conferences to keep up with the times. Check out resources that could provide new strategies to use to improve your craft. The more you get out and sell, the more you will learn how to adapt to when communicating with so many different personality types.
I Object!
You will most likely receive more objection than interest. It is your job to be prepared for any and all objections that may be presented to you. The article, “ 7 common sales objections and how to overcome them” provides some of the most common ways consumers try to opt out of the conversation. You should be preparing yourself for the typical objections that could come up and be proactive in your approach.
When receiving an objection, it is important to be sympathetic and ask good, respectful questions to try to get to the core of the problem. This could be a perfect opportunity to ask about what you can do to help the situation. Show you are on their side and willing to work with them. If you just keep firing questions and not acknowledging what they are trying to tell you, the sale will end abruptly.
Think about how you feel when people approach you with ideas. Think about what aggravates you and what intrigues you. Use these experiences from your own life to develop the best sales pitch that you can.
If you want to perfect your craft as a sales rep, focus on learning strategies that will help you communicate better with your current and potential customers. Make sure they see you are human and not just reading from a script. Know your product and have some strategies for handling the objections you encounter. And remember, everyone is not meant to be your customer, but you will attract more sales if you don’t just try to pitch them. Make them a true believer! Here’s to YOUR success…
Carolyn R. Owens has over 25 years of proven experience and serves as a Career Strategist, Leadership and Life Coach. She is the Chairwoman and CEO of Infinity Coaching, Inc. where they help you up-level your skills so you can up-level your income. Infinity Coaching, Inc. provides one-on-one and group coaching, organizational training, and personality assessments. Carolyn is certified to give both The Energy Leadership Index Assessment and Myers Briggs Type Indicator (MBTI) Assessment. You can find out more about both assessments and other products and services athttps://infinitycoaching.net.
