Becoming a Sales Star
- Author Ken Su
- Published August 24, 2011
- Word count 1,035
How to be a Sales Star
What is it about movie stars that makes them so attractive? In
the acting profession, people talk about "star qualities" or
having the "it" factor. Sales people are often described in
similar terms. Great sales people are often talked about as
having a great "personality" or "charisma." But what does having
these qualities actually mean? Are they something a person is
born with, or are they skills that can be acquired through
learning and practice?
Our sales recruiters believe that becoming a successful sales
person can be accomplished through hard work and perseverance.
"Personality" is about being able to form a relationship and
genuinely being invested in what you are doing. Personality is
also has a lot to do with confidence. Here are a few tips on
getting people to listen to you, accomplishing your goals and
selling better than ever before.
- Play to Win
The first thing you have to do is identify your most immediate
goal. Accomplishing a great deal is possible when you break
large goals down into a step-by-step process. What do you want?
What is the first step you need to take? The answers to these
questions should be clear and concise in your mind. You should
approach everything you do with a specific purpose or intention.
Instead of approaching a meeting with the mindset of just "going
with the flow" be specific about what exactly you want to get
out of it. Even if your goal is small, being specific about it
will keep you active and ensure progress.
- Outsmart the Rest - Use Varying Tactics to Get What you Want
One of the symptoms of abnormal brain function is do the same
thing over and over again and expect different results. While we
have all had those moments of trying something again just to
make sure we weren't doing something wrong the first time,
continuing to do so in spite of repeat failures is a waste of
time to say the least. Like a performance on the stage, without
using varying tactics or actions in trying to achieve the
objective, your sales pitch becomes boring and ineffective. If
your customer can predict what you are going to do next, it
means they are already ahead of you and will stop paying
attention. It puts them in charge, giving them the power to run
the show. Often this means that they are ready to end the
conversation before you have even gotten a chance to play any
cards.
Using different tactics to achieve your goal also means being
highly in tune with what your customer responds well to. No
customer is going to be the same, so be aware that the same
techniques are not going to be successful with everyone. Not
getting anywhere with a prospective client? Think about the
techniques you are using - maybe you need to change them. Can't
get them to agree to a lunch meeting? Don't keep trying for it.
Suggest something different. It might be something as simple as
doing breakfast instead, or maybe you need to be more creative.
Are the a sports fan? Suggest going to a baseball game, perhaps.
Maybe you have had trouble getting them on the phone, but notice
that they respond quickly to emails. Utilize that kind of
information for your benefit.
- Get Behind What you are Saying
Nothing is worse than having a conversation with someone who
seems dishonest. Unfortunately, many people associate the sales
profession with the stereotypical sleazy car salesman. If your
only goal is to make money, your customers will be able to tell
immediately. In order to be a top-notch sales person, your
customer has to a) trust you and b) believe that you believe the
product is valuable. If you don't believe in what you are
selling, neither will your customer. This means that you have to
really know the product you are selling. Ask yourself the
question, "why would I want to buy this product?" and "if
someone were trying to sell this to me, what would they have to
do to convince me?" Find what it is that gets you genuinely
excited about the product and share that with your customer. If
you are convinced of the product's worth, chances are you'll be
able to convince your client of the same.
- Every Word you Say has Meaning
Language is a powerful tool. Use it. In a play, each word is
chosen by the playwright for a reason. Nothing is arbitrary and
no words are wasted. This is because a lot has to happen in a
relatively short period of time. The language, therefore, has to
be efficient. This is not to say that you should write out a
script for your pitch word for word - since you can't predict
what your customer is going to say this would be pretty
impossible. You could probably make a pretty good guess,
however. It is a good idea to write out an outline for your
pitch, imagine the kind of responses and questions you might get
and then write out the answers for yourself. Choose your words
carefully. Whether we mean them to or not, our words are part of
the impression we make. Long pauses, "ums" and "uhs" send out
the message that you are unclear on what you are talking about,
making you seem less intelligent and therefore less convincing.
Use the right words to your effect. Long winded or vague
descriptions of a product are confusing and uninteresting. The
more you can be specific say what you mean, the more effective
you will be.
- Listen
All of this means nothing if you do not know how to listen.
Without listening to the customer, how will you ever know what
they want? Listening will allow you to get to know your customer
better, giving you the information you need to use the right
tactics to achieve your goal. Listening to your customer also
shows that you respect them, that you are interested in what
they have to say and are willing to hear their perspective. Just
as in acting, active listening will allow you to build a
stronger relationship with your customer.
Ken runs KAS
Recruiting firm staffing headhunter recruitment and employment agency
Staffing firm recruitment company employment agency marketing headhunter
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