Sales is a vital part of every business. To succeed you must sell your product or service. Many shy away from sales though. Some believe that you must be naturally extroverted to succeed. Others think that persistence is the key. These are excellent traits. But, it does not mean you will fail if you don’t possess them. So, how can someone be successful at sales?
Many great salespeople are not born with the ‘necessary skills’ to thrive. They have worked hard to hone their craft. They have persevered and remained optimistic despite the rejection they receive. Great salespeople are made. Through training and grit.
This skill trumps most other sales traits. A good salesperson isn’t talking your ear off. They are listening and asking you questions. They are using the feedback you provide to formulate a solution to your problem. If the customer feels you aren’t actively listening to them, they won’t trust you. You’ve lost the sale at that point. Emotional intelligence plays a role in this too. One with high emotional intelligence will pick up specific cues. When to talk versus when to listen. Emotional intelligence is a skill anyone can learn.
Salespeople have a reputation for only being out for themselves. They push you to the point of annoyance to sell you something you don’t need. There are some salespeople like this. But, they don’t last long, and they aren’t successful. Your prospects and customers must trust you or they won’t buy.
Write a script. You don’t have to stick to the script verbatim. But, preparation is key to a successful call or visit. This will give you more confidence when you arrive on-site or call the prospect.
Not everyone you speak to is interested in what you’re selling. That’s normal. But, you don’t want to waste your time trying to convince them otherwise. You have crafted an excellent product or service. If it doesn’t help one person move on to the next. The key is to make sure they are interested and qualify before you invest too much time into them. Save your resources for qualifying prospects only.
You should not have to coax your prospect into buying from you. If you feel that’s what it takes with a person, then they don’t qualify. You have a passion for problem-solving. That’s why you started your company. But, not every prospect will share that passion. They also may not believe there is a problem to being with. The goal is to coach the prospect into making the right decision for themselves. This takes you out of the equation. Ideally, your product or service is the right one for them. But, if it’s not that’s ok. You’ll be on good terms with the prospect if their circumstances change. By not forcing the issue it allows the prospect to trust you.
Ask for the referral:
If you’ve had a great experience with a customer don’t stop there. This is the perfect time to ask for a referral. The customer is happy with you and your business. This also applies to people that you have a great report with too. If now is not the right time to buy, ask if they know anyone who would be interested. If they trust you, they won’t have any problem referring you to a friend.
Work ethic and grit:
A strong work ethic and grit are essential traits of a successful salesperson. There are good days and there are bad. But, the key is to learn from both. On the bad days what went wrong? Learn from it and you’ll be better tomorrow. On the good days what went well? Keep doing that. You must always be growing and learning to be successful.
This is your business and your passion. Your enthusiasm will show through as you present your product or service to clients. That enthusiasm will go a long way in closing the sale. This passion and enthusiasm will help you remain resilient. You are likely to receive lots of rejection. Your optimism and grit will help pull you through.
Anyone can succeed at sales. It doesn’t require any special inherited skill for success. If you put in the work and always be learning you will reach your goals.