Many individuals demonstrate a natural affinity for sales, and the prospect of closing a deal acts as a stimulant that invigorates them like no other activity. Other people find sales challenging, andtheymustscrewuptheircourage each time they face a customer. For the latter, sales calls and presentations instill fear and the kind of nervous dread many people get when appearing on stage.
The most effective salespeople are not born, but learn to make their strengths and personal characteristics assets instead of liabilities. Sales preparation and training can give even timid people the ability to prepare and close sales by addressing customer needs and turning objections into lucrative opportunities.
A sales career can be very lucrative—top salespeople earn six and seven-figure salaries. Many of the best salespeople begantheircareers without natural sales talent, but they learned to listen, focus, prepare, and partner with their customers to solve problems and sell benefits rather than products and services. Learning to address customer needs enables salespeople to strengthen conversion rates, transition to bigger ticket sales, and earn huge commissions.
Professional salespeople learn to exploit their own strengths to enhance sales results, but, more importantly, they learn to prepare extensively and listenaggressivelyto identify what customers are really trying to communicate. Valid objections are often the best sales opportunities, because customers are virtually handing the salesperson a manual on how to make the sale. When the objection is solved, closing the deal is the next step.Everyone gets nervous on occasion. Salespeople can use their discomfort as an advantage by committing to meticulous preparation. By knowing the product and the competition, the sales presentation is much easier to face. Preparation and expertise will show, whether a person is timid or extroverted. Never forget that customers come in all shapes, sizes and personalities. Many clients may prefer salespeople who are quietly competent. Salespeople can build on that image by following through on all promises consistently, and dealing with clients in a consultative manner, building rapport and consensus.Preparation includes always presenting a polished, professional appearance. Salespeople should be prompt and highly organized. Clients are busy business executives and managers, and they expect professional presentations. Sales training can teach salespeople how to prepare effectively for any situation they may face. Presentations should utilize effective visual aids and sales tools that allow the salesperson to control the meeting. Effective sales personnel learn to change direction smoothly if indicated by a number of customer signals or tells. Salespeople do not have to be extroverted or overbearing to learn techniques to control a sales call and influence what questions a client asks. By controlling the questions, salespeople can supply the right answers.
Sales are a type of negotiation, and once a client begins to negotiate, trained salespeople should easily convert the call into a sale. Salespeople can benefit by studying the art of negotiation and learning the six stages of negotiation. Objections, negotiations and customer issues are needs crying out to be addressed. Addressing customer needs is the quickest path to a sale.
Remember, selling is a process that can be taught, and any salesperson can benefit from additional training. For more information on how to improve your selling skills, contact Exec-Comm about their latest sales training seminars.
