How to Become an Excellent Salesperson.
It may seem like something of a misleading moniker given today’s average attention span-strapped digital age individual, but modern day consumers know what they want and are a little more wise…so how do you become good at selling to such a demographic?
The answer is you first need to understand your product at the most basic. We can also tell you that in order to be all you can be in sales, you need to know WHO you’re selling to…WHO that person is or who those people are. The third part has to do with recognizing whether you have a PROCESS or SEQUENCE to follow – a sales tactic, if you will. Within that process are sub-categories that can make this process even easier, while making it ideal for analysing what you need to say when first meeting the customer.
Once you meet the customer, you must consider:
• What to show them/present to them
• What to say/how to close
That, folks, is what selling is – if you understand the product and understand who you’re selling to (the individual most likely to say “yes” to what you’re offering), how can you NOT be successful in sales? We can tell you that inherently people want to buy…that consumer that walks in your store wants to purchase something…even if on the remote chance he or she says they are not looking to buy, they’ve walked in your shop to buy SOMETHING. Your job as a salesperson is to help them find what they’re looking for.
There’s so much information coming at the potential customer that it’s imperative you help them sort through it all, and when you become a great salesperson you are able to clear all this “noise” and make a path for the customer. Today’s selling techniques revolve around providing INSIGHT to potential customers…and what do we mean by insight? By definition, it’s the ability to provide information that extends beyond the obvious.
If you provide information to a potential sales lead that they’re already knowledgeable about or have researched, you’ve not positioned yourself as an excellent salesperson – you have merely become a repeater of information. But if you can provide insight – information beyond the obvious or something they haven’t heard before – NOW you’re selling…and that’s what being an excellent salesperson is all about.
We can tell you, from working with a variety of clients and business types, that most salespeople merely show up and talk about the product, show the product and regurgitate stale information that could have been obtained by visiting a website. They never really attempt to connect with the client to make them understand why that product or service is the best, or perfect for him or her.
So if today you find yourself merely repeating information, understand that you’re just SHOWING and not SELLING…and make a change.