Sales people - what makes a good one?
Discussion
Very good question, in my experience:
They need to be able to ask for the order (it's amazing how many don't).
They need to be 'relational' - people buy from people they like.
They need to listen to the proespective customer's needs and adjust their pitch to fulfill those needs. (God gave us two ears and one mouth and we should use them in those proportions).
They need to be 'goal orientated' (almost driven, certainly competitive) in nature.
They need to understand that sales is the result of effort, numbers and conversion rates.
They need to be able to ask for the order (it's amazing how many don't).
They need to be 'relational' - people buy from people they like.
They need to listen to the proespective customer's needs and adjust their pitch to fulfill those needs. (God gave us two ears and one mouth and we should use them in those proportions).
They need to be 'goal orientated' (almost driven, certainly competitive) in nature.
They need to understand that sales is the result of effort, numbers and conversion rates.
They need to know what can be delivered and whether it be product or service the operational/manufacturing business needs to be happy. Set up a service contract badly and you might 'sell' £xM but the 1 month termination notice might kick in sooner than expected. Must sell internally too.
You might want to make sure you set a realistic target!
All the stuff about people buying from people is bang on, the sales person must know the product and believe in it (or at least give the impression they do).
Organisation is key as well especially when they are managing a lot of prospects, accounts etc.
And of course the ability to close the flipping thing is good.
One thing I found is that some sales people are overly aggressive, I think there is a time where aggression is fair but most of the time it seems to piss people off.
Good luck.
D
All the stuff about people buying from people is bang on, the sales person must know the product and believe in it (or at least give the impression they do).
Organisation is key as well especially when they are managing a lot of prospects, accounts etc.
And of course the ability to close the flipping thing is good.
One thing I found is that some sales people are overly aggressive, I think there is a time where aggression is fair but most of the time it seems to piss people off.
Good luck.
D
Think I could write a book on this having been in sales for 25 years.
Product Knowledge is very important – you can’t overcome objections if you don’t know your product.
Thick skin – a ‘no’ is a challenge not a personal attack. Also being a bit egotistical helps.
Never never knock the competition – just tactfully point out the benefits your product offers that the competition doesn’t. But you should also be very aware of the competition and their products.
Develop a range of comfortable closing techniques – personally I love the alternative close “Do you want that in blue or black?”. Used to work at home too “Do you want to wash or wipe up” There are many different techniques this web site offers a very comprehensive list http://changingminds.org/disciplines/
Know when to walk away. Don’t waste time or energy flogging a dead horse.
Sell benefits not features. A feature is something such as climate control in a car – a benefit is what it emotionally does for that buyer ie gives you a comfortable driving temperature in winter and summer. People use emotion when they make a purchase, so it is important.
People will buy from people. If you don’t like the sales person you probably won’t make that purchase. First impressions count.
That is a short list – basically I don’t think that a good sales person can be taught. Their personality goes a long way to making them good. If they are not comfortable with the job and asking for a sale then they are in the wrong job.
Having said that, I always maintained that in my years of selling houses, I never actually SOLD a house – the buyer bought their home from me. Probably why my cancellation rate was only 10% against the industry average of 35%.
Oh and finally - Planning FAIL TO PLAN - PLAN TO FAIL
Product Knowledge is very important – you can’t overcome objections if you don’t know your product.
Thick skin – a ‘no’ is a challenge not a personal attack. Also being a bit egotistical helps.
Never never knock the competition – just tactfully point out the benefits your product offers that the competition doesn’t. But you should also be very aware of the competition and their products.
Develop a range of comfortable closing techniques – personally I love the alternative close “Do you want that in blue or black?”. Used to work at home too “Do you want to wash or wipe up” There are many different techniques this web site offers a very comprehensive list http://changingminds.org/disciplines/
Know when to walk away. Don’t waste time or energy flogging a dead horse.
Sell benefits not features. A feature is something such as climate control in a car – a benefit is what it emotionally does for that buyer ie gives you a comfortable driving temperature in winter and summer. People use emotion when they make a purchase, so it is important.
People will buy from people. If you don’t like the sales person you probably won’t make that purchase. First impressions count.
That is a short list – basically I don’t think that a good sales person can be taught. Their personality goes a long way to making them good. If they are not comfortable with the job and asking for a sale then they are in the wrong job.
Having said that, I always maintained that in my years of selling houses, I never actually SOLD a house – the buyer bought their home from me. Probably why my cancellation rate was only 10% against the industry average of 35%.
Oh and finally - Planning FAIL TO PLAN - PLAN TO FAIL
Hard Work!!!
I have been in sales for 15 years, I now own my own business consultancy helping companies and individuals get the most out of their potential. Particularly in sales and customer focussed organisations.
I have closed order values from £100.00 to £38million and the principles have always been the same.
Understand your potential market / area / customer list
Qualify the opportunty
PICK THE PHONE UP!!!!!!!
No one likes cold-calling, but the numbers add up, start building your business relationships and network by speaking to decision makers and begin to understand more deeply what your potential business return is going to be.
Understand and be able to communicate your value proposition.
Question effectively
LISTEN,LISTEN,LISTEN.
Don't see listening as the time you spend waiting to talk again!
Effectively question, listen and comprehend.
Don't be afraid to say I don't know, but I'll find out the correct answer.
Never Lie
Match your product, solution or service to the client requirements. (You'll know this because you listened)
Articulate the value in a language your client understands (namely his or her own. You'll know this because you listened)
ASK FOR THE ORDER
Deliver on your promises
Don't ever think that your chosen profession will carry any Kudos or perceived importance. Be self content with the fact that you are earning good money (if successful) and you are a businessman with integrity and professionalism.
I have been in sales for 15 years, I now own my own business consultancy helping companies and individuals get the most out of their potential. Particularly in sales and customer focussed organisations.
I have closed order values from £100.00 to £38million and the principles have always been the same.
Understand your potential market / area / customer list
Qualify the opportunty
PICK THE PHONE UP!!!!!!!
No one likes cold-calling, but the numbers add up, start building your business relationships and network by speaking to decision makers and begin to understand more deeply what your potential business return is going to be.
Understand and be able to communicate your value proposition.
Question effectively
LISTEN,LISTEN,LISTEN.
Don't see listening as the time you spend waiting to talk again!
Effectively question, listen and comprehend.
Don't be afraid to say I don't know, but I'll find out the correct answer.
Never Lie
Match your product, solution or service to the client requirements. (You'll know this because you listened)
Articulate the value in a language your client understands (namely his or her own. You'll know this because you listened)
ASK FOR THE ORDER
Deliver on your promises
Don't ever think that your chosen profession will carry any Kudos or perceived importance. Be self content with the fact that you are earning good money (if successful) and you are a businessman with integrity and professionalism.
It's also ultra important that any salesman is only as good as the company they represent!
If you are a great salesman, have perfect sales skills and usually get the order it can all go wrong if the back-up from your sales office is bad. This is a situation close to my heart at the moment and to see all your hard work and efforts wasted at the last hurdle by wrong quotes, delivery dates or invoicing is devastating.
If you are a great salesman, have perfect sales skills and usually get the order it can all go wrong if the back-up from your sales office is bad. This is a situation close to my heart at the moment and to see all your hard work and efforts wasted at the last hurdle by wrong quotes, delivery dates or invoicing is devastating.
Interesting thread...
I've always believed in the sell yourself well, and the product sale will follow.
I've also always hated the "formulaic" approach to selling. When I'm buying I can spot it a mile away and I then spend my time trying to trip up the process, rather than listening to the spiel....!!
And good product knowledge really should be a given.
But as others have said, it all really rather depends on what it is that you are trying to sell......
I've always believed in the sell yourself well, and the product sale will follow.
I've also always hated the "formulaic" approach to selling. When I'm buying I can spot it a mile away and I then spend my time trying to trip up the process, rather than listening to the spiel....!!
And good product knowledge really should be a given.
But as others have said, it all really rather depends on what it is that you are trying to sell......
softtop said:
Product knowledge is 15% the other 85% is attitude in most cases. You dont need to know that much about a product to sell it.
Others have disputed this by implication, but I think an even firmer rebuttal is needed. Potential customers will have no confidence in someone who is unable to answer questions about the product they are trying to sell. As the salesman doesn't know what questions are going to be asked, he need to know everything
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