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Being a Sales Guru
March 9, 2007
To educate your company’s salespeople, start by putting yourself in your customers’ shoes. For example, understand what a customer buying your product needs to be aware of to be able to trust you and have confidence in your company. Remember, veterans who are successful in business today learned valuable lessons from customers that got away.Consider the following traits found in successful salespeople.
- Ability to Listen. Each fortunate human being is given two ears and one mouth, which means talented sales professionals do twice as much listening as speaking.Too often sales associates sing the praises of a product without hearing what the customer wants.
- Capability to Solve Problems. Customers want direct answers. It’s not the customer’s problem if their salesperson was sick and their order didn’t get processed in a timely fashion. If a problem arises, guarantee a solution.
- Having the Right Knowledge. Whether you’re making a sale over the phone or in a showroom, you need to know the details about what you are selling and be able to answer all pertinent questions specific to that product.
- Being Truthful. It is more credible to say, “I don’t know, but I will find out for you,” than to try to sound like you know what you’re talking about.
- Updating. You wouldn’t believe how many salespeople never call back. The best salespeople get back to customers right away, even if it’s just to tell them they’re working on the answer and will contact them later. Customers trust small businesses that keep them informed of the situation, whether the news is good or bad.
Posted by Shanu Singh Guliani on March 9, 2007 | Comments (0)
