First published in
Thriving Women In Business
By Debbie Mrazek
effective sales professionalIt’s no secret that a career in sales is one of the most demanding and difficult career paths to follow. However, it can also be one of the most rewarding and satisfying; that is, once you learn how to become an effective sales professional. When you learn the skills necessary to become successful, you will discover that a career in sales is definitely worth the effort. To help you become a better sales professional, I have put together some helpful tips.
One of the best things you can do to become a better sales professional is to listen. When you listen rather than speak about yourself, your products or your services within the first few moments of meeting someone you have the opportunity to hear what they are actually in need of. When you meet a prospective client for the first time, you want to introduce yourself but remember not to ramble on about yourself or what you are selling.
To improve your sales skills, you should not focus on trying to sell your product or services. What you should do is to ask questions and find out more about the needs of your prospect. When you forcefully try to sell something, you will likely encounter resistance. But, the more that you know about your prospective client, the easier it will be to approach them with information about what you have to offer.
When speaking with a client, you should ask them about the products or services they are currently using. Ask them if they are happy or if they see room for improvement. This is a great way to find out what they really want and offer them products or services that will fill those needs.
It is just as important to pay attention to what your prospective client isn’t saying as well as what they are saying. You can get a sense if a potential client is too busy or is pressed for time. When you get this feeling, ask them if this is a good time or if they would like to reschedule. They will appreciate your flexibility and will often be open to rescheduling for a better time.
While it is polite to answer questions when they are asked, it is important that you keep your answers brief and to the point. Now is not the time to go into a long-winded response to a simple question. Always remember, it is not about you, it is about showing prospect why you are right for them.