According to a recent survey on the honesty and ethical conduct of business professionals, it has been found that the bottom two in the list are insurance and car sales person. Well, definitely this is not false as all must agree on it. In fact, not only these two but sales people do have a bad reputation. Here are some principles that if followed will not only give you a good reputation but also success in career.
Sales person must work on it to build a good reputation in the market and to gain the trust of their customers. But, for this they need to focus on few of the most important tactics. They are as follows:
Talk less, listen more
This is one of the most important aspects which one needs to follow in the first few minutes of interaction with the customer. Always remember not to talk about yourself, your products or the services just in the beginning. You actually need not to recite the sales pitch.
It is very obvious that you want to introduce yourself to the client or willing to describe the products and services. But, first you need to listen and understand what the customer is talking about and what he wants. It may be possible that the products and services you are offering are of no use to the client. So listen more and talk less.
Sell with questions, not answers
Always remember that nobody in this world ever wish to know how great you are. Therefore, try to understand at first that what they need and make them feel that you understand well what they want.
Forget about the word “sell”. Instead, emphasize on why your products and services are required by your client. How it will benefit them. For this, you need to ask questions as much as you can so that you can fascinate them with the answers. Until you ask the right questions you can never provide with the right answers. Keep in mind that the act of selling creates the resistance!
Show curiosity and understand the client’s need first
Make sure to get curious about your clients. Ask questions about the products and services they are using currently and also ask about the satisfaction level. Is it too costly or not reliable enough? Go into the depth and find out what actually they want.
After getting all the facts and understanding the client’s needs without even an attempt to convince them, you will automatically realise that you have a created a level of trust and now they themselves want to know about your products and services which is really a plus for you. Your curiosity will certainly make the other client realise that he or she is important to you.
Focus on client’s mood and understand the situation
While talking to the customers, find out that if they are in hurry or seems to be upset or disturbed. If so, then don’t rush to start with a business deal and start explaining about the offers. Instead, ask them politely that if it is a good time to talk. If not, then ask for a next meeting or a call whichever is suitable.
Most of the sales persons, without caring about the client, start with the conversation and the deals. This kind of attitude is actually annoying at times and may end up losing your client to someone else.
Don’t exaggerate the discussion
Avoid rambling on and on about things that has no relation with your client. Answer what they ask or what they actually want to know. Just pick a handful of things that are actually suitable as per the situation and are according to the client’s requirement. Once you are done picking these things concentrate on them.
It will be more advantageous if you can explain the benefits in your client’s words and not yours. If you do something out of the ordinary then only there are chances of success. Otherwise it will always remain a distant dream to be successful sales professional. Until or unless you are able to inculcate the above discussed qualities a long term career in sales is difficult task to accomplish. The main benefit of developing these skills will be visible when you apply to high level jobs like VP Sales or AVP Sales which are high-visibility and responsible positions in a company.
Saurabh Tyagi is a career author with plenty of firsthand experience in the job and recruitment industry. He writes for various leading blogs of career, recruitment, jobs and technology related themes. He is also a budding digital media enthusiast with special interest in content marketing and social media. You can follow him on LinkedIn.