Regardless of whether you happen to work in the retail environment, insurance sector, or B2B niche, it’s important to understand the ultimate goal of any sales endeavor in today’s day and age. You must become the client’s exclusive “guy.”
In other words, you have to demonstrate the dexterity, resourcefulness, professionalism, and heightened knowledge required to gain a customer’s trust, and truly prove your worth.
Why, you ask?
Well, it’s quite simple, really:
- First, the customer “buys” you, as a personality.
The client has to like and respect you as an individual, as opposed to being turned off by your character and your mannerisms. No one buys products or services from someone they aren’t fond of.
- Then, the customer “buys” the company you happen to be representing.
If you portray yourself as an imaginative, quick-witted salesperson, the prospective patron will be much more inclined to trust your firm, as well as what it stands for. You represent the integral link between the customer and your organization.
- Lastly, the customer “buys” the actual product.
If you are able to effectively sell your personality as well as your parent company, you’ll have a great chance to close the sale. This could be just the chance you need to become the person’s all-inclusive “guy” for tips, advice, and recommendations with regard to your specific niche or industry.
To put it plainly, when neighbors and colleagues exclaim, “Don’t worry, I have a ‘guy’ for that,” you want to be that guy.
Fortunately, this brief article will help you do just that.
The Gift of Gab Means Nothing if You Don’t “Believe”
If you aren’t fully convinced of the merits or qualities of whatever it is that you happen to be selling, how the heck do you expect a potential client to believe you?
Thus, to avoid this outward lack of conviction, you have to understand the scope of your product line inside and out; it’s the difference between selling a calculator and understanding how its internal components work – you must be an unequivocal expert, well-educated in your field of focus.
For your own sake, if you don’t know the answer to a particular inquiry, don’t guess – it’s impossible to rebuild credibility thereafter.
Be a Chameleon
Whether you happen to be pitching to a shirtless farmer, renowned business maven, or “friend of a friend,” you have to adapt, acclimate, and alter your cadence and presentation without coming across as disingenuous.
As such, you have to follow the client’s lead until you are comfortable with his or her personality, disposition, and style of speaking before you take the reins and start selling.
Chameleons organically change their outward visage to account for changing environments; you have to do the exact same thing without projecting a duplicitous countenance. In this regard, one size never fits all.
You Can Always Do Better
If time is the mother of all healing, you could argue that experience must be the father of salesmanship.
With this notion in mind, it’s important to understand that the art of sales is embodied by perpetual learning, ceaseless modifications, and everlasting refinement. It’s a constant battle between what works and what doesn’t, which explains why real-life trial and error is the best kind of training program available in today’s landscape.
Don’t shy away from your goals; don’t obscure the importance of practice; and most importantly, understand that you are only as good as your last sale – so refine your craft, and when you think you’ve reached the pinnacle of your abilities, go back to the drawing board, and refine it some more.
To get a professional sales advice, please contact companies like www.funnelmetrics.com