Being a great salesperson can be a challenge. There are all sorts of ideas about what it takes to be successful in sales. When people think of sales, they usually think of movies like The Wolf of Wall Street, Boiler Room etc. These movies and general ideas assume that sales people are supposed to be ruthless and relentless, and that their only objective is trying to close deals. Another line of thought goes like people have to be a certain kind of person to be good at sales; it’s not for everybody. Almost everybody thinks that a sales job is a “dirty” job.
So before we get into what makes a great salesman, we have to get rid of the idea that sales is dirty. No tips can help you become a great salesman if there’s this inherent belief that it’s dirty. Sales and selling are heavily misunderstood in this regard. Sales aren’t just an integral part of any business, it’s an integral part of human interaction. It may be difficult to grasp, but you’ve been doing sales all your life. The people who like you are an example of that. You sold yourself as a person who was liked for who they are. So just as people like certain people, people also like certain products. And sales is all about identifying whether people like what you have to sell and offering them a solution for what they want.
This is the “sales mindset” that we need to move forward with. Sales is about identifying needs that people have and helping them with a solution for that need. This is what sales is about at its core. I’ve detailed this philosophy in my book $elling Equal$ Dollar$, along with several ideas about how you can jumpstart a career in Sales.
Now that we’ve understood this essential idea, let’s explore some of the ways in which you can be a great salesman.
1.Failure is just a precursor to success / So don’t worry about it.
We cannot emphasize this point enough. This is one of the toughest realizations about sales, and is one of the main reasons why people don’t like sales. That is the fear of rejection. It is completely possible that a customer will not be convinced by your pitch and will walk away. However, if you can accept this, then you’ll stop inhibiting yourself and be genuinely persuasive in the process. You’ll have a higher chance of persuading your customer if you become at ease with the idea of failing.
You can use this knowledge to strengthen your sales pitch as well. Be a devil’s advocate to your pitch. Identify and analyze every weakness in your product/service and then come up with an answer to every one of them. Moreover, analyze your competition’s product/service and make yourself aware of the respective advantages and disadvantages, so that you can be ready with answers. If your customers don’t get answers from you, they’ll go to someone who can answer those questions, namely, your competitors!
2.Believe in your product/service
Knowing your product inside out is one thing, but genuinely believing that your product/service can make a huge difference in how your customers perceive you. This is an extension of the sales mindset that we were discussing above. When you know that you’re identifying people who would need what you sell, then you need to believe that you have what they actually need. If you know this and believe this, it becomes easier to persuade your customers. Enthusiasm will come naturally to you and will also get across to your customers.
3.Build long term relationships
A company’s customers are what keeps it running. That’s a simple rule, because without customers your product / service is not going to sell. A second rule is that loyal customers are priceless. It is more difficult to constantly attract new customers than establishing long-term relationships, in which your customers regularly come to you for your product. Loyal customers are what establish a constant revenue stream for a company, in addition to reducing the financial cost of acquiring new customers. So whenever you engage with a customer, focus on establishing a relationship rather than trying to push a product onto them. It’s relationships that make repeat customers, not just one successful sales.
These are three of the essential tips for becoming a great salesman. If you want to know more, check out my book $elling Equal$ Dollar$! You’ll find detailed strategies about how to master your selling pitch, ace interviews and lots more!
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