Being in the sales career for an exceedingly long time and
also having my own trading business at one point of time, apart from working in
a sales organization has given me enough insight to write on it. To start with,
sales career is easier for someone not hesitant by nature. While I was a team
leader for a company selling financial products, I found most of the candidates
who were not performing were somewhat reluctant to start a conversation with a
stranger. Such employees were hesitant either because they were too shy, or had
an ego large enough, which perhaps, prevented them to enter into a conversation
with strangers.
Ability to initiate
conversation
The ability to start a conversation in a way as to induce a
positive response from a potential client is right on the top of the list of
qualities one should have to be successful as a sales person. No matter how
convincing you are, you may have a lot of information about the product you are
selling, but your ability to begin conversation will lay a platform to promote
your cause. It also prepares your client to listen to you. Many deals took
place successfully because the impact of the start was big.
However, how dressy your start was, it also depends on how smooth
you had been with your pitch. You definitely cannot annoy your potential
client. You must have the capacity to read people, situation and end up with
the right observation. How good you observe will determine how good your start
is. You must have the skills to find the perfect set of words to speak on the
spot.
Are you a pleasant
listener?
There are often many clients who have the curiosity to know
more. They may or may not buy your product, but they will certainly raise
questions about the product you have brought to sell. Some of them will ask silly
questions, which can make you crazy, but you still have to answer back, hoping,
at the end of the dialogue, they might order. Do you have the patience to go
through all this?
It is the line, which separates a successful sales guy from
the not so successful ones. And remember, if you are not successful, you will
never stick to sales. Sales are a performance oriented profession, and there is
no scope for non performers.
Can you prove others
wrong?
The best sales people are those who can convince clients to purchase
products. People generally want to be proven wrong by the sales person, before
they buy. I am not sure why it’s so. But I have closely watched customers, and
I have found it to be true. Clients have a preconceived notion, particularly,
about the product they know about.
And they love bragging about it. Some of them even prefer to
disagree to prove their point. It is exactly where a sales person has to use
his wit and wisdom to achieve supremacy in the ongoing debate. Once you can prove
your client wrong, you can be assured of the deal.
Can you sustain the pressure
of fulfilling sales targets?
The competition has become extremely stressful for
companies, and with the ongoing competition, there is no scope for complacency.
Every company is looking to maximise sales. There is enormous pressure on the
sales staff to come up with figures. Companies are not willing to compromise on
performance, and, therefore, if you can handle this sort of pressure, then the
sales profession is for you. Otherwise, a sales job is not for you.
Do you love to maintain
relationship with your past customers?
Many greenhorns are only concerned with customers till they
end up with a sale. The moment the sale ends, the association also goes up in
smoke. Having this kind of attitude will never make you a successful
salesperson in the long run. If you want to take up sales career seriously,
keep track of all your past customers because you never know when you might
need one of them. You should ensure that you at least keep the relationship
with your clients, if possible, which means that you don’t have to waste time
and energy just to maintain relationships.
And once you are ready with all the traits mentioned above,
you can jolly well pick sales as your career.
By Rajiv Sighamony
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