Home | Business | Sales

Inexperienced In Sales? Read This

By: Andrew Seese

Read More About Sales

Purchase what you sell. Do you sell a product or service that is used by most consumers? Then you should buy what you sell. Very soon after you start selling, you'll be asked by prospects what you use. You will be asked if you own what you sell. In nearly every instance, your answer will either improve or hurt your chance of a sale. And do not lie. One can find a thousand signals you give off when you lie. And nearly all are visible on your face and in your body language. If you are lucky, buying what you sell could even count in earning sales commissions and count for contests. If not, your brother wants one. Buy it for him and borrow it perpetually.

Pay attention to your sales director. Your sales manager has the understanding to save you tons of time in your learning curve. Do what she says until you know more than she does. Her profession is to help you make more money. So it's a win-win.

Ask to work with an knowledgeable sales rep. Make certain that this person is the most successful person in the office. A week should do it. Offer to carry equipment, buy the coffee, and promise to be quiet while they are selling. Nothing you say will assist them in a selling presentation. The benefit you get is that you will see that selling is not objectionable, no one really yells at you, selling is a totally natural act, and you'll pick up pointers on methods to make sales.

Don't suggest to go with the losers who aren't making much money. They can't help you and will destroy any motivation you possess at the beginning. If you hear them say "Oh, that doesn't work" it's a tip off that they aren't going to be of assistance to you.

Don't hang around with the losers. You'll be able to notice them right away. They don't work hard, and they continually criticize someone else for their failure, typically the company. They hang out together, and will do actions all day that have nothing to do with selling. The unpopular guy, the one that's continually out selling and breaking company records...that's who you speak with.

Stay with the company you are with. The grass is always greener on the other side of the fence. Why? Because you aren't looking carefully. So long as your company keeps it's promises to you, and delivers a great product or service, you will universally be better off staying with that company. Legends aren't born by moving from company to company. Reputations are killed by jumping around. The longer you stick with a company that keeps it's word, the more momentum you develop with your clients. Longevity with a company builds dependence in the mind of clients. Starting over, universally begins with Zero. Flourish where you are planted.

Practice your prepared presentation. As long as the company has a planned presentation, you need to use it. Soon you'll begin to perceive how each part of the presentation works to create the sale and speed up the selling process. Eventually, you won't employ the company presentation. But to discard it since "It's just not me" is like an actor saying "Shakespeare? I'll wing it".

Use company visual aids. Company visual aids, if provided, set up a credibility in the mind of the buyer. You appear more solid if you have company visual aids. A presentation with visuals will keep you and the prospect on track toward the sale. It will make certain the majority of the prospect's questions are answered before they become objections. A company prepared presentation gives credibility to your company and to you. Sharp looking visual aids generate a sense of "Permanence" to your consumer's vision of your company. They look more "Official" than a presentation without visual aids. Not using your visual aids is like having a hammer and saying " I can put that nail in better myself" and just throwing the hammer away. Your visual aids are tools. They make your job easier.

Track your selling and selling activities. Keep records of what matters to you. I used to keep records of my sales commissions. I knew where I was by the day, week, and month. I knew if I needed to work harder, or if I could take a day off. This income schedule included the sales calls and presentations. Wouldn't you like to know how much money you earn for every sales call you make, whether they buy or not? How much you earn for every hour of sales activity? Just never lie to yourself. These records are far more powerful as sales motivation than any motivational sales meeting. What you measure, you can improve.

Market to your warm market. Who else would you trust to take care of your friends and relative's needs? People want to deal with people they know and trust. Wouldn't you want to buy from someone you know? If you get referrals from relatives, even close ones, you'll very quickly be talking to people you never met.

Do away with the Beginner Myths. These vary by industry and type of selling. In my industry (I sold in prospect's homes), the myth's were 1) They would buy later and 2) You didn't need to see both husband and wife together. I couldn't break new people of these beliefs. I just had to let them find out for themselves, and remind them after a few weeks of selling. Your industry myths may be different.

Be a sales student. I was asked once about my education. I finished high school. That's it.

Here is a reality that I like to point out. When most people graduate from high school, that means they stopped reading and studying when they were 18 years old. A college education means you stopped reading and studying when you were 22 or 24 years old. That's the main difference.

Study books about selling from people who made their fortunes selling, not books by people who think they know what selling should be like. A hundred dollars invested at amazon.com can build you a great sales library. After a year of studying your sales craft, and applying what you learn, you'll be in front of the rest of the group, I promise.

Article Source: http://depositarticles.com/

Small Business Marketing and Local Advertising expert Claude Whitacre is author of the book The Unfair Advantage Small Business Advertising Manual. You can purchase the book for $19.95 at www.claudewhitacre.com You can also download your Free copy of the complete book at www.local-small-business-advertising-marketing-book.com

Please Rate this Article

 

Not yet Rated

Click the XML Icon Above to Receive Sales Articles Via RSS!
Additional Articles From - Home | Business | Sales
Sign Up for a free account.
Our other websites
All about SEO
Beauty Tips Forum
Submit Articles
Member Login
Link Us
Submission Guidelines
Ezine Notifications
Article RSS Feeds
Sitemap
New Stuff
About Us
Developer
Good shopping portal
Link to Us
Contact Us
Privacy Policy
Terms of Service

counter easy hit

Powered by Article Dashboard