The selling process is constantly evolving, and it doesn’t necessarily end when a sale is made. Making a one-time sale is an accomplishment, but real success can be found in sales growth and repeat business. So what drives these factors? Experience has shown that it’s all about cultivating relationships and honoring the “Golden Rule.”
Don’t convince anyone to buy something that doesn’t work for them, and always help them find the BEST solution for themselves, so when they leave they can’t wait to tell all of their friends.
There are personality traits you may already have that can help you succeed in sales. Here’s a list of ones you should hone to up your sales game.
In sales, delivery is just as important as the words said. Without an air of confidence, it will be difficult for a rep to reach his or her full potential. Why? Projecting a calm, confident image will boost the buyer’s own confidence in what you’re selling.
Trust is difficult to achieve. Clients care about more than your products and services. When you show them you have great problem-solving abilities and won’t waste their time, you’re on your way to building trust.
As you’ve already heard, trust is vital to selling. And to earn that trust, likeability plays a huge role. Sure, prospects may buy from reps who they don’t care for, but that doesn’t mean they trust them. This in turn leads to a shaky relationship and potential breakup.
I am finally calling BS on the biggest myth in selling. Salespeople quit or fail because they “fear rejection.” Give me a break. “Fear of rejection” is totally bogus.
At some point in your sales career, someone will ask you a question that you just can’t answer. It may be about a topic that you don’t know much about. Or, it could even be about your own product or service. What will you do?
Oh boy! Oh boy! You got the APPOINTMENT! Slow down there, commitment breath. You’re only at the steps of the church — not the altar.