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10 Tips on How to be a Great Salesperson
Posted Tuesday, Feb 12, 2013 by Allen B. Ury
If you’re just starting out in the business world, sales can be a great way to launch your career. You’ll learn persuasion, you’ll learn how to satisfy customer needs, and if you’re good at it, there’s the potential to make a lot of money fairly quickly.
So how do you become a great salesperson? Here are 10 tips:
1. Sell a great product or service. You’ll immediately put yourself ahead of the game if you go to work for a company whose product “sells itself.” Sell a product or service you genuinely believe in, that performs as advertised and delivers true benefits to customers, and you’ll find that selling isn’t just a job — it’s a pleasure.
2. Work for the customer, not your company. Make your customers your top priority. Work toward satisfying their needs in an honest way and, ultimately, you’ll benefit as well.
3. Listen and learn. Before trying to sell anything, try to identify exactly what your customer’s problems are (not necessarily what your customers want — or think they want — since they may have no idea). Only after you know your customer’s need should you think about a solution.
4. Be positive. No one wants to buy from a grump. Selling requires you to have an upbeat, positive attitude, especially in front of your customers. No, being sunny all the time isn’t easy, but it’s a fundamental part of the job.
5. Build personal rapport. You can usually boost your sales effectiveness by taking time to develop a personal connection with each customer. Spend time to find common areas of interest and talk about them. Subjects can include sports, movies, hobbies, restaurants, travel and families. (Stay away from politics and religion!) Although completely off-topic from business, such conversations can go a long toward building mutual trust and understanding.
6. Understand that sales are built on emotions, not logic. People buy because they want to buy, and will then search for reasons to justify their actions. Use this to your advantage. Provide your customers with good, solid reasons for making a purchase, but do so to satisfy an underlying emotional urge.
7. Ask for the sale. Rookie salespeople are often too shy and self-conscious to come right out and say, “So, are you ready to buy?” But pros know that closing is what it’s all about it. Few people will hand over money until prompted to do so. It’s up to you to kick the customer out of neutral.
8. Upsell. Great salespeople know how to maximize each sale by adding extras to each purchase. For example, when you get to the end of a restaurant meal, the waitperson will always ask you if you want coffee or dessert. Car salespeople will always try to increase your bottom line with add-ons like leather seats, on-board navigation, gap insurance and the infamous “undercoating.” No matter what you end up selling, chances are there are extras you can sell as well to a customer who’ve you put in a buying mood.
9. Follow-up. The best way to prevent buyer’s remorse — and to generate repeat business — is to follow-up with your customer once the product or service has been delivered. Is the customer satisfied? Is there more you can do to further enhance the customer’s experience?
10. Ask for referrals. As a salesperson, you always want to be expanding your customer base. One way to do this is to ask your satisfied customers for referrals, the names and numbers of people they know who might also want to take advantage of what your business provides.
Get Your Business Degree from Everest
If you have an interest in sales, you can get the knowledge, skills and experience you need to start your career in less than a year at selected Everest College campuses throughout the United States. Everest’s new Business Sales and Customer Service diploma program provides the basic foundation and technical skill sets required for entry-level sales or customer service jobs. In the program, you will study aspects of a business enterprise; develop, edit, and format business documents; gain proficiency with word processing and spreadsheet applications; explore sales and sales techniques; develop practical communication and report-compiling skills; and develop professional skills to improve customer satisfaction.
For more information on Everest’s Business Sales and Customer Service diploma program, including locations and schedules, contact Everest today.
Financial aid is available for those who qualify.