Fundamentals of Successful Sales

People

Becoming a “Rainmaker”

A “rainmaker” is a sales person that consistently closes deals and metaphorically makes the money rain down! Some tips to help you become your companies “rainmaker”:

• Treat customers like your most valuable asset

• Develop your business skills

• Set goals

Becoming a “Rainmaker” cont’d…

• Manage time wisely

• Learn to listen

• Ask for business

• Follow up!

Successful Sales Traits

Successful sales people, often exhibit similar personality traits. These personality traits will help you engage customers, and close deals. These traits include:

• Persistence

• Like-ability

• Ambition

Successful Sales Traits cont’d…

• Confidence

• Passion

• Self Starting

• Hard Working

• Disciplined

Successful Sales Traits cont’d…

• Persuasive

• Adaptability

• Inquisitive

• Responsible

Dressing For Success

You want to land a big deal? Then dress the part.

• Study what successful sales people are wearing

• Dress to match your market (i.e. is it a laid back startup? A sports company? Very traditional old school business?)

• Follow any company dress codes

• Make sure you are comfortable

Body LanguageIf you want to “look the part” of a successful sales

person, then clothes alone won’t do it. You have to have the right body language as well.

• Make eye contact

• Stand straight

• Use controlled gestures

• Smile

• Keep breathing under control

• Stay confident!

Body Language cont’d…

Making a Presentation

Successful sales people will often have to give presentations to people. Make sure you knock your presentations out of the park with these tips…

•Be prepared

•Practice your presentation

These are the keys - being prepared is the single best step to delivering a great presentation. Here are a few more tips..

• Record yourself to time your presentation

• Know your product

• Know your market

• Project confidence

Making a Presentation cont’d…

Asking the Right Questions

Being able to ask the right questions can really help a sales person engage a potential client.

• Ask open ended questions

• Listen and take note of what they are saying

• Find out as much information about their needs as possible

• React to objections professionally

Reading PeopleBefore approaching nay potential clients, it is

important to get a read on them so you know how to approach.

• Watch their movements (i.e. hurried, controlled?)

• Watch their demeanour (i.e. calm, flustered, excitable)

• Approach them using info gleaned from above steps

Best Practices• Treat your clients/customers as though they were your best friend

• Cherish your clients/customers

• Listen to their needs

• Understand what their needs are

• Present your product or service from a value perspective over focusing on the price point

• Over deliver

• Thank your client and follow up with them

• Stay in contact with your client even if they do not express an interest in purchasing more at the moment

• Repeat this process with all your clients over and over again