You will agree with me that with changing times, organisations have also changed their business models. They have changed to remain profitable in this new business environment. It is time for the Sales Person too, to come out of his “Comfort Zone” and manage the change effectively.
Moving out of our comfort zones involves discomfort and risk. Comfort zones can be seen in our relationships, in our mindsets and in the way we do things. However, change is inevitable and you must take it by the horns. “THE ONLY THING THAT DOES NOT CHANGE IS CHANGE ITSELF”. So, as a Sales Person, we need to change with changing times, equip ourselves with new skill sets and develop ourselves.
This blog is dedicated to sales professionals who have just started their journey in sales and to those who would like to brush up the basics and come out of their comfort zones.
What are ”The Four Essentials of Selling”?
- KNOWLEDGE OF SELF-“THE SALES PERSON”
- KNOWLEDGE OF THE COMPANY, PRODUCTS, MARKET, CUSTOMERS, AND COMPETITORS
- KNOWLEDGE OF THE SALES PROCESS
- KNOWLEDGE OF SELLING SKILLS
Let me elaborate on the first essential i.e., Knowledge of Self as a Sales Person. In my last blog, we had discussed that today’s Sales Person has to be a Marketing Expert, a Prospector, a Time Manager, a Profit Centre and a Consultant. But before imbibing these qualities, let us first understand the basic requirements for a successful sales person.
K nowledge : Product/Company/Competition/Customer/Market
A bility
S kills
H abits
P lanning
R esourceful
O ptimistic
F ollow the Right Path
I maginative
T actful
You will agree that “KASH” and “PROFIT” is the Blood Line for any business to run smoothly.
NON NEGOTIABLE TRAITS OF A SUCCESSFUL SALESPERSON
The Art and Ability of:
- Communication
- Motivation
- Counseling and Servicing the Needs of the Customers
- Negotiation
- Prospecting and gaining Market Information
- Gather technical and appealing product facts.
- Understanding “Body Language”
- Act and React confidently in all situations
- Solve Problems and make Right Decisions
- The Wisdom to Think and Act Affirmatively
- The Mental Alertness to grasp Opportunities quickly
DEVELOPING YOUR SALES PERSONALITY:-
You can do this by systematically acquiring HABITS that enhances the impact of your Sales Personality. This can be done by acquiring the following habits:
- Modest Manners and Language: Use of phrases like “as you know”, “as you say”. Give information to the customer in a face-saving manner. Be modest.
- Form Eye Contact Habits: that expresses sincerity and Desire to Help – Belief You Can Help. Also just being sincere is not enough- you must signal your sincerity also.
- Courtesy Habits that signal Respect: As you know, the word courtesy has been derived from the word “court”. In the modern context, the Customer is the King. King Customer has in his hand the Order.
- Warmth in your voice that conveys friendliness: Your approach with the customer has to be of friendliness. The customer must feel that you have come to him:
- For his benefits
- As a friend
- Cool-Calm-Collected that conveys confidence: Do not have habits like shaking your legs or playing around with your fingers, a key chain, a pen or drumming with your fingers (these habits indicate a lack of confidence and nervousness).
- Form Animation Habits to convey enthusiasm: Modulate your voice to
emphasise certain words. Use your hands expressively in a powerful manner which helps you bring more sales. - Form Promise keeping Habits that signal Reliability and Credibility: Follow up with your customers regarding the promises you have made to them. Each Customer thinks that the Sales Person has made the following 3 promises even though the Salesperson might not have said it aloud:
- Right goods will be delivered
- The goods will be delivered on time
- The goods will do what they are supposed to do.
Besides, a successful Sales Person must also possess:
- Positive Approach
- Positive Attitude
- Discipline
- Strategies
- “YOU” Factor
DONT’S FOR A SUCCESSFUL SALES PERSON:-
- Ridiculing and Underestimating others
- Argument
- Clumsy attempts at Humour
- Laziness
- Impatience
WHAT DOES A CUSTOMER EXPECT OUT OF YOU?
- Brisk
- Crisp
- Honest
WHAT DOES THE CUSTOMER DISLIKE?
- Teacher
- Cheater
Thank you for reading till here. I would now like you to pause and think. Assess what you are best at and where you fall short on the qualification parameters of a SUCCESSFUL SALES PERSON…
IT IS NEVER TOO LATE…..
In the next blog together we will unfold the second essential of selling which is KNOWLEDGE, in fact just Company Knowledge. Stay tuned.
In the meantime, if you have any recommendations or suggestions, feel free to drop them in the comments section below and I will personally attend to it.
See you next Tuesday!
