15 Things Every Salesperson Must Always Remember

1. NEVER MISS THE TRAINING

Training, in simple words, means acquiring the skill and knowledge required to do a certain job. It allows an individual to gain the expertise needed to excel at his job. Hence, ignoring the training sessions is one of the dreadful mistakes any salesperson can make.

Training helps you to understand the product better, identify the problems that might arise during your sales calls and resolve queries that a prospect might come up with.

2. KNOW YOUR PRODUCT

Customers expect a salesperson to be knowledgeable, especially about his product. This also helps in creating confidence about the product as well as the company.

Find out everything that you can about your product. Surf through your company website, read the brochure, interact with the product trainers, etc. Remember, the more you know about your product, the better you would be able to sell.

Also, this along with the need gap analysis will help you create a compelling proposal which you can send out to your prospects.

3. RESEARCH ABOUT THE PROSPECT

Before you call up a prospect or plan to send out an email, you should always gather some amount of information about him and his company.

Understand his behaviour, how he makes decision, his business requirements and modify your sales pitch based on this knowledge.

This will set you apart from rest of the salespersons. This will also give the prospect a feeling that you know about his business and you are taking efforts to solve his problems.

4. DEFINE THE CLIENT PROFILE

Client profile/ Persona is a semi-fictional representation of your ideal customer based on market research and also, real data to some extent.

Even though you could be selling one product, your clients could differ from each another. Creating a persona or client profile always helps in such cases.

Categorizing your prospect into one of these client profiles gives you useful insights into his buying behaviour.

5. YOUR SALES PITCH IS YOUR MAIN WEAPON

Every business/ product/ service has a sales pitch. A sales pitch is a planned strategy to convince a prospect using a series of positive arguments.

Remember, a sales pitch is NOT a presentation where you keep going on about the benefits of your product and try to make a sale.

It is more like a conversation, where you ask questions, listen to the other person and offer your product as a solution to his problems.

6. ESTABLISH RAPPORT WITH CUSTOMERS

Building rapport is very critical if you want to develop a long-lasting relationship with your customer.

Having a good rapport encourages open communication, helps in developing trust and plays an important role when it comes to any client conversation.

7. BE PERSUASIVE

To be persuasive we must be believable; to be believable we must be credible and to be credible we must be truthful.

Do not be forcible. Show patience while listening to your clients. Be tireless while making appointments. For you, it is a sale. For your client, it is a need. It is going to take time. Do not lose focus and do not shy away from following up.

8. IDENTIFY THE NEED GAP

This is one of the important things which will help you close a sale.

Once you find out about the customer’s requirements, try and figure out what steps must be taken to solve his problem. That’s need-gap analysis.

Once you have done that, see how your product/ solution fits into it. Simple, isn’t it?

9. ALWAYS CARRY A BROCHURE

You must be wondering – I don’t need a brochure. I know my product better than anyone else.

You are right!

You don’t need a brochure but your client does. Remember, he is on a constant look out for information which will help him make a decision, and this brochure fits right into it.

By giving him this brochure, you are not only providing him with information, but also empowering him to make a decision. Who wouldn’t like that!

10. SELLING IS ALL ABOUT RELATIONSHIPS

A sale is not just about the product or a service. It is about trust and confidence that the salesperson brings to the table.

Remember, people like to buy or interact with the person whom they like. Building relationship is harping on this very behaviour.

You might be able to close the first sale using your skills, but only developing a good client relationship will get you the repeat business.

11. INTERACT AS OFTEN AS YOU CAN

Why do brands like Coca-Cola or Vodafone keep advertising all the time?

To stay on top of your mind.

Similarly, keep interacting with your prospect/ customer on regular basis. It will help you develop rapport and build good relationship with your client.

There are many ways to do this. Calls, Mails, Newsletters, Festival Greetings, Demos, etc. Choose whichever you feel will work for you.

12. IT PAYS TO SCHMOOZE

Many would say it is a waste of time. Many would say it isn’t!

But if done properly and professionally, it will help you understand the customer better. These small talks help you strike a conversation with the customer and set a mood conducive to an open discussion.

13. CONVICTION IS THE ULTIMATE OBJECTIVE

Conviction is believing in yourself as much as the product or service that you are selling. It takes a little time to build conviction but it is also the most important trait that a sales person develops

And why? It’s simple really. Now how would make your client believe you if you don’t believe in yourself..

14. NOT EVERY PRODUCT FITS EVERY CLIENT

A solution is often an idea and its execution.

As a sales person, it is important to understand the needs of your client, to measure their requirements and gauge the existing gaps.

Mis-selling is akin to making false promises or cheating. Don’t do it.

If you can’t see your product filling the void or the gaps to meet your client, do not sell the product.

15. THE DEAL IS NOT DONE TILL IT IS DONE

The proof of the pudding is in your eating.

A deal is always official. It is struck in documents and agreements. Before you jump in joy at your client nodding at your proposal, ensure that the deal is complete in all respects. Don’t leave anything for speculation and use a fine tooth comb to ensure that there are no voids in your proposal.

Has the client now signed your documents and agreements? If yes, it is time for you to celebrate. If not, then wait until it is done.

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