My personality profiles, of which I have a few, says that I will make a good salesperson. One says that I will excel in consultative sales. I used to think that I am not...that somehow these profilers have got it wrong with me but now I think I have always been a salesperson. I don't sell much ( as I didn't have a reason to) but I have been doing what good sales people are supposed to do, at least according to the sales books that I am reading.
So, what makes a successful sales person or rather what must one do to become successful at sales? Here goes some insights from a 'non-salesperson' who thinks he is not too bad after all:
1. Demonstrate integrity.
2. Show genuine interest, concern and care for client's 'pains'
4. Always...always steer the conversation to a common ground be it fashion,children, golf, or food.
5. Recognize that males and females buy differently.
6. Be convinced in what you sell.
7. Always sell solutions not products as products are a dozen a dime.
8. The higher the importance of the buying the more careful the buyer will be.This has nothing to do with the monetary value of the buying.
9. Be pro-active.
10. Be passionate.I have developed a simple tool called the 'Passion Meter' to gauge how fast one moves up the ladder from first contact to closing the sales.Remember our first love? Were we not passionate about that person? Didn't we have a game plan? Well, sales is not very much different from that.
I remember many years ago when a very succesful insurance sales agent told me that he is succesful in what he is doing because long ago before that he had learnt the lesson that he should stop 'selling' insurance. When he did that, his insurance business started to sell it self. So what did he sell then...dreams. The insurance was just a tool for his customers to 'buy' their dreams.
In my line of work, I don't sell programs. I sell solutions. Solutions that solves a problem or provides some cure for organizational ailments.
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