Selling is a learned skill
No matter what you’ve heard, there’s no such thing as a natural-born super sales star.
A top salesperson becomes that way by applying themself with drive and determination to learn everything they can about their chosen career.
The idea that someone should do well in sales simply because they have the “gift of the gab” or could “talk the leg off a chair” is not true.
Success in selling is more about listening than it is about talking.
By learning how to become an active listener, you will become a super sales star.
During my sales journey, I’ve completed many professional development courses.
And I’ve attended countless seminars and workshops.
I’ve read every self-help book and listened to every tape and CD I could lay my hands on.
These days I get inspiration from top gurus.
Through electronic versions of their best sellers.
Their mentoring programs, and webinars.
But nothing beats real-life experience.
And I’ve had, and still get, plenty of that!
A sales star’s toolkit
To be successful at selling it helps to be a people person.
Someone who enjoys the art of conversation.
To have an optimistic outlook.
To be able to withstand and recover quickly from difficult conditions.
That said, all normal functioning and productive members of society should fit the bill! 🙂
The most useful tools in a salesperson’s kit should include:
- being solutions orientated – always focus on how you can best solve the customer’s problem or best satisfy their want/need;
- asking the right sorts of questions – meaningful inquiries will uncover any objections the customer may have for not moving forward;
- being an exceptionally good listener – truly empathise with your customer’s point of view, encourage them to consider their objections and help them find the answers they need;
- possessing good powers of persuasion – keep in mind that few people are capable of being convinced, the majority of us allow ourselves to be persuaded!
The winning traits of a sales star
What separates a fairly good salesperson from a super sales star?
It’s their exceptional ability at overcoming objections.
Salespeople who have yet to perfect their skills manage to get through their presentation OK, but they can freeze up when confronted with an objection from the customer.
They might take it personally, feel deflated and go on the defensive.
A super sales star simply acknowledges that an objection is merely a request for more information.
A super sales star will quiz the customer to bring out any objections or roadblocks they expect could stand between a sale or a no sale.
So they can steer the meeting to its desired outcome.
It makes sense that every customer wants to have any concerns cleared up before they make a decision to purchase.
A lot of times if you craft your questions carefully you may have the customer answering their own objections.
And that will allow the sales process to naturally move forward.
Personally, I have encountered as many as eight objections before hearing my first “yes”.
I welcome the no’s because each “no” brings me closer to the “yes”!
And in the process, I get to better understand my client’s needs.
Sure, I have to work harder for the sale.
But in my experience having to work hard for the sale results in a better customer relationship than a laydown misère.
Interplay with a prospective customer is fun!
Interplay involves asking lots of questions.
Questions create involvement.
Involvement leads to a deeper association.
And a deeper association creates customer loyalty, quality referrals, and outstanding testimonials.
If you found this article interesting, here’s another you might like to check out: HOW TO CONVERT LIKE AN EXPERT AND SET YOURSELF UP FOR SUCCESS