Selling is the most natural thing in the world to some people, yet to others the thought of going out and meeting prospective clients fills them with dread. Clearly
sales jobs are not right for everyone, but why is it that some people can become a great salesman or woman yet others will never attain the same levels of success? Well, there is a case for saying “you are born with it”, but that is certainly not to say you cannot improve your selling skills, whatever your current level.
It is a very important skill to anyone in a small business, or someone who has direct contact with customers because you should ALL be acting as sales representatives. By knowing what the hallmarks of a good sales person are you will not only help your business, but your inter-personal skills will be boosted too.
One key point to remember above all, it is to listen. Really listen, don’t just sit quietly waiting for your turn to speak. If you listen to what your potential client is telling you, what they need, what they want and how they feel it will enable you to ask the right questions, and dramatically improve your relations with them. The old adage that “humans were given two ears and one mouth – because you should listen twice as much as you talk” is particularly true when it comes to sales. Above anything else you read in this article or you are told when it comes to sales, listening is the key. It provides the platform for you to work upon, and is the basis of any good relationship. You will not be able to understand anyone if you do not listen to what they have to say. Mastering the skill of listening is a pre-requisite for learning the skill of questioning. Once you have a real understanding of the person you are talking to, questioning will become far easier, and the information you need to be able to make the sale will be more forthcoming from someone who feels they are dealing with a salesperson who really cares about what it is they want.
Confidence is also extremely important. Obviously this is an easy thing to say and not necessarily that easy to put into practice. You must have confidence in your product, your business and your abilities otherwise why should the client? Even if you do not feel particularly confident, it is important to at least appear to be, without coming across as arrogant. You confidence will be key in any presentations you make. Presentations again are something many people will not feel comfortable doing, but take advice from those around you, do your research and prepare well in advance in order to give yourself the best possible chance of making a great impression.
Once you have mastered these basic skills you are far more likely to be able to succeed in the actual sales process, along with making you a better all rounded individual in whatever career you choose to pursue throughout life.
James Martin writes for
CD Sales Recruitment, a leading UK sales recruitment specialist.
