Some people are born salespeople, but most of us need to learn this art. Fortunately, sales isn't rocket science and you just need to follow some basic rules in order to master it, even if you are new in the field. Here are three tips for those who are new to sales.
Focus on the client, not on you
Too many businesspeople focus too much on themselves, on what they are saying and what impression they're making on the client. However, a salesperson's primarily focus should be on the prospect, on their feelings and expectations. This should be expressed in the salesperson's communication style. Follow the 80-20 rule, i.e. spend only 20% talking and asking questions, and let the prospect talk the remaining 80% of the time.
Stop seeing sales negatively
As Forbes states, many people have an aversion to the sales profession and are not proud of what they do. The role of the salesperson, however, has shifted very much in recent times. A salesperson is no longer a used car or door-to-door vacuum cleaner salesman. Today, a salesperson is, above all, an expert who is able to interconnect the needs of the client with what their company offers. A top quality salesperson is somebody who is sought-after both by employers and clients.
Be a bearer of good news
When interacting with prospects, focus on problem solving. Identify what is bothering the client and do your best to solve it. See yourself as a consultant who is able to get your clients out of problematic situations. This mindset will be reflected in your behavior as well.
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