Sales teams are made up of individuals. Sometimes, individual sales people make the sale, most of the time, the team does. Although team work is the foundation of a good sales group, that teamwork still boils down to individuals as members of the team. Making those individuals into better sales people turns the entire team in a more effective sales force.
Becoming a better sales person depends on understanding the fundamentals of the sales process. This consists of five things that must be understood and mastered.
— Acting Appropriately
When we were kids, “acting appropriately” meant being on our best behaviour. In sales, it’s a similar idea, but rather than being all about straight shirts and good manners, it’s more about not appearing to be the pushy salesperson. Pushy almost never sells.
— Believe in the Product
Whether it’s a service, a tangible, or a value addition, the seller should believe in it. If not, then a re-consideration of the product should be made. Is there something wrong with it? Is it “nothing new?” What can be changed about it to make it something to be believed in? Most of the time, honestly, the lack of belief in a product is indicative of a core issue with the product itself. Maybe the sales person doesn’t think it’s any better than the competition, maybe it’s too expensive, perhaps it has too much packaging glitz and not enough usefulness.. something is wrong and should be rooted out and fixed.
— Listen to the Customer
Quite often, salespeople are talkative. It’s one of the traits that tends to go along with the outgoing nature of most who are good in sales. Many times, however, sales representatives become too talkative and never learn to listen. The customer will nearly always be telling the seller what it is that he or she wants. All your team has to do is listen. Listening builds trust, but more importantly, it gives the seller information to work with that can help clinch the deal.
— Don’t Be Afraid to Ask
If the information needed is missing or the close of the sale seems to be stalled, ask the client what they need or why they aren’t grabbing at this opportunity. Amazingly, this tactic is often ignored and many training seminars call it “pushy.” If everything has been tried, however, then nothing will be lost with the direct approach. Ask and you shall receive. Right? Sometimes, just asking why the prospect hasn’t sealed the deal is all that it takes to prompt them to do so.
— Stay Positive
Not every prospect is going to be a buyer. Many will be, some won’t. That’s just how the game is played. A failed sale is not a failure, it’s just a missed opportunity. Those contacts and the quality time spent with the prospect won’t be forgotten and, if things went relatively well and they just weren’t ready to buy yet, then they’ll likely return when they are ready. A missed sale today could become a new sale tomorrow. Be positive.
These five things are the fundamental groundwork for good sales. If everyone on your sales team understands these and masters their use, they’ll become great salespeople. Becoming a better sales person means building a better sales team.