Be A first-rate Salesperson Articles | Entrepreneur

By: Richard Butler

Being a salesperson can be a grueling occupation. You come into contact with different types of people. You have to speak to them, tell them all about yourself and your merchandise or service.

Then, there's the stereotype that people have about salespeople: that they are slick, smooth-talking people who only care about their own commissions. Many people consider sales people as bothersome and relentless individuals.

In endeavoring to be a first-rate salesperson, the most important thing you want to do is to remove this preconception by endeavoring to put forward a win-win proposition.

What follows are various strategies for becoming the most effective salesperson that you can be:

1. Appearance

Find clothes that fit you. Loose clothes can give the impression of being untidy and unkempt. Consider this: Would you buy from a sales person that looked shabby and disheveled?

Quick Tip - Wear a watch. The watch will tell the other person that you're an individual who values time.

2. Smile

Something many people don't do, however people always tend to appreciate friendly looking people. A smile can make you appear approachable and friendly.

Quick Tip - beware! Make sure your smile is not forced and unnatural, or even worse that it looks like a grimace! Remember that people notice a forced smile immediately. This can make them edgy and defensive.

A effective trick is to recall something nice that took place earlier. This will bring about a more natural smile that the customer will likely reciprocate.

3. Know your product/service inside out

The biggest mistake any salesperson can make is not knowing their product or service. It's impossible to convince someone to purchase the product or service if you cannot discuss your product and its features?

The potential buyer will ask questions about the product or service. The reason is they need to be convinced that it is right for them. The most important point here is that you must be able to reply to their questions them with assurance and authority. You should use the product or service yourself then you can be tell people about the benefits of your product, since you know them first hand.

It is also important that you know the advantages and disadvantages of your product or service. For instance, if your firm is selling different types of software, tell the prospective purchaser what is the difference between these products and those of your competitors.

4. Read Up

Apart from understanding your product fully, you have to also know your competitor’s product or service. You have to be able to emphasize how your product or service is the best in the market for compared to others. To this you need to know all your competitors products inside and out.

You must also keep informed about the trends in the market. Ascertain the needs and wants of particular groups. Be familiar with the features that they want so that you can use this information in promoting your product or service.

5. Experience joy in challenges

Have you ever one a sporting event like tennis, squash? Recall that triumphant feeling you felt because you had outfoxed your opponent with a well-thought strategy? Well, why not employ the same thing when selling?

A time will come when you will encounter a stubborn and immovable obstacle. The problematical customer is the one who debunks every proposition, every sales offering. This person is the one that asks an infinite amount of questions and then refuses to buy in the end.

One thing you should be aware of and learn from is that perhaps you did not sell the product in a way that would meet their requirements. Go over what strategy you used and see what you can learn from it.

6. Always be on time

When you have a meeting with a client, never arrive late. Tardiness can tell your client two things: 1. That you are not the sort of salesman they wish to do business with and 2. You have little or no interest in earning their custom.

Remember I said earlier about wearing a watch - as it shows you value time? Remember that your prospective clients are making time for you despite their busy schedules. They are taking time out of their day for you - respect that!

Quick Tip - Make sure you arrive at the designated meeting place 10-minutes early. Doing this allows you to get your thoughts together and relax before the meeting. Arriving early also gives you an opportunity to look around and observe your environment, as these may give hints about the type of people you're going to meet.

7. What do they Want? - Ask them!

Identify the problem they are encountering - what is the idea solution for them. If you can provide it then do so. Once you know what they are looking for you can tailor a solution to their needs. Remember don't try to push a product or service onto a individual if they do not actually want or need it.

Once they give you a description of what they want, respond with the products or services that fulfill their requirements. A client will more inclined to buy if have alternatives to choose from.

8. Being persuasive vs being persistent

Persuasion is the essential element of closing a sale. However, persuasion is very different from persistence. If you constantly call them, or show up at their offices without scheduling an appointment, repeatedly trying to do a sale pitch, will assist you in losing favor with the perspective client .

       Always make sure to present a win-win situation. If your product is not suitable           for the client, don't sell it for the sake of selling it. People will respect your                     honesty and integrity

9. The Relationship does not end with the sale

    You've finally made the sale and receive your bonus - well done. However this does     not mean your relationship with the client is over. In fact it has just begun! Make sure     you look after your client and the sales will look after themselves. Remember your         product will have updates and improvements which your client may need!

10. Treat criticism as feedback

It is important to understand criticism. Criticism is normally not to be taken personally. Use it as a learning experience. Perhaps your sales pitch was not appropriate, maybe you did not communicate your thoughts correctly. Learn from everything. If you change your mindset to take criticism as feedback, you'll actually grow more as a sales person.

Remember that there are things going on in the background, perhaps within the company, in the persons private life which could be causing them to be critical - it's not about you!

To become a first-rate salesperson you need to work at it. It's not going to happen over night. In the words of Tony Robbins remember CANI Constant And Never ending Improvement....