How would you describe yourself as a Salesperson? Talkative,Caring, Outgoing, Confident? Perhaps you regard yourself asa Trained Professional, or a Self Taught Enthusiast orperhaps you simply believe you were born with a NaturalGift. Whatever you believe there are certain characteristicsand disciplines that you must display with consistency ifyou are to become truly Successful as a ProfessionalSalesperson. Here are ten laws...
1. Customer Focused - People do business with people theylike and trust. In order to gain respect and trust you haveto build rapport with your customers. You must listen totheir "Wants" and then give them what they "Need" and thenunder promise and over deliver, exceeding expectations atevery given opportunity.
2. Attitude - It's Attitude that makes the absolutedifference. It is your number one differentiator, thequality that separates you from the rest. Attitude is thesmall word that makes the big difference and sets apart theWinners from the Losers.
3. Communication Skills - Train yourself to become a GreatListener. It's the exceptional listener that identifiesCustomer's Needs and Wants and then talks passionately abouthis or hers products and services in relation to thoseNeeds.
4. Empathy & Drive - You must have both these qualities ifyou are serious about Selling. You have to be able to putyourself in the Customers situation and understand how youwould be thinking and feeling if you were them. But thisalone is not enough; you must also have an in built desireto succeed at every opportunity. You are passionate aboutSelling and your desire for success pushes you above andbeyond ordinary results. You simply want to be recognised as"One of the Best at what you do".
5. First Impressions - You get one opportunity to make agood impression. The first 10 seconds are critical. Voice,Appearance, Presentation, Body Language and Words allcrammed into a 10 second introduction. Make sure yours makesa lasting impression.
6. Two Way Communication - The key to two way communicationis the ability to ask the right type of questions, whichbuild rapport whilst encouraging the Customer to talk abouttheir "Wants" and more importantly their "Needs". Youskilfully steer the conversation, probing the answers untilyou are certain that a " Need" has been identified.
7. Organisational Skills - Good Sales Professionals have tobe organised. They know the importance of Business Planning,Territory Management, Customer Prospecting and Profiling.They also understand that organisation is the key tobuilding a better business, because they always find time toexceed their Customers Expectation Levels.
8. Objective Learning - Focus on learning how to get betterat what you do. Read books, watch videos, network and useyour brain's full potential. Push yourself to new limits.Attend training sessions, join professional sellingorganisations and seek qualifications in subjects relevantto what you do. Become recognised as a Sales Professionaland fulfil your true potential.
9. Work Life Balance - Find time for family and friends.Have an interest outside of work and spend quality time withthose closest to you. Never lose sight of your roots, showreal interest in those around you and apply the same desirefor success in this area as you do in your professionallife.
10. Goals - Set yourself targets - Set them daily, weekly,monthly, annually, for life and review regularly. "A persongoing nowhere always get there", so avoid being this personby mapping out some realistic targets and goals. The keyword is realistic because when you get use to achievingtargets and goals, you'll effectively create a habit thatwill be difficult to break - and more importantly it's ahabit you will not want to break!
So there you have it, ten simple but highly effectivedisciplines for "Better Results In Any Selling Environment".Good luck and make your start today!
