What makes great salespeople great?
Becoming a great salesperson is not a result of natural talent, but a product of training and development.
Great salespeople are not usually born great. They learn to be great. Read about any great salesperson and most times, they will tell you they put together a system that worked and then just repeated it time and time again until they achieved what they were after in life. Anyone can be a great salesperson, even you!
Using high-pressure tactics leads to the loss of more sales that could and should have been closed than any other method. Nothing is more irritating for me to hear than a sales manager or worse yet, a sales trainer, say "close the prospect hard and close them often." While that may have worked in ancient history or thirty years ago, it does not work now.
The most important key to success in sales today is to learn how to treat people right and find out what their actual needs are and then find a solution to how you can meet their needs. This requires that you respect the customer and be genuinely concerned about their well-being. Realize people are smart enough to know when you are sincere and when you are not.
It does not matter if the sale is taking place in person, or from a website. It's all the same. You are dealing with people in any form of sales. Make sure you understand this and contemplate it when developing your sales processes.
People are far more intelligent than many salespeople think they are. With higher education levels, unlimited knowledge at their fingertips via the internet, and lightning fast communications technologies, people can find out whatever they want to know in seconds. So, if you are blowing smoke at them, you will get caught and lose the sale. Here are the basics to a successful selling career guaranteed to bring you all that you desire. This is as long as you will take the time to determine, and then give to your clients, what they desire first.
Ultimately, success in sales comes down to playing the numbers. To be successful, really successful, you are going to have to talk to many people. Some will say yes, some will say no, so what? Now move on to the next prospect. Many new salespeople think they are supposed to sell to everyone they talk to. That is impossible and no one, I repeat, "No one" can do that. Prospecting is about finding people who are interested. That is what you'll be doing most of the time for the few times you will actually engage in a realistic sales call.
