As a sales rep, you have the often daunting task of trying to get someone who doesn’t know you, to not only get to know you, but get to like you, to the point that they are willing to trust and buy something from you. No matter how good you might be at your job, there are the inevitable obstacles that will present themselves. This article will focus on creating both effective sales that bring about results, and efficient sales, which make the most of your time.
One of the major errors committed by salespeople on a regular basis is not having the proper focus. Sure, they may be focused on doing their job and serving their customers, but what if they’re focusing on too many customers at once? And, in doing so, what if they’re spending too much time on bad leads instead of the real cash cows?
A key component of being an effective and efficient sales person is knowing which customers need the most attention. Some people believe that any prospect is a good prospect, but in my opinion, that just isn’t true. Personally, I know that I have often spent hours in a shopping mall using up plenty of precious minutes of salespeople’s time, knowing full well that I was never going to buy anything. Focusing on me would therefore have been a crucial mistake.
A successful sales rep is able to identify their company’s ideal customer and know which opportunities need more focusing on over others. They also need to be accountable. You shouldn’t need 12 months of training before you are able to make your first sale. If that’s the case, talk to your boss about what can be done to change that. Maybe there’s more training that can be made available? Or maybe you’re having to spend too much time doing other administrative tasks instead of focusing on selling?
To that end, technology can play an important role in determining levels of sales. How much time do salespeople spend inputting information into a computer program to make their bosses happy, instead of being out on the floor selling? What have those programs ever given salespeople in return? From providing feedback to identifying target customers, technology should help not hinder a sales force.
Finally, there are techniques every sales rep should learn for dealing with those target customers on the sales floor. Even those who are interested in your product are likely to raise an objection here and there. Whether it’s the price or the benefits, customers are going to question your product and you need to be able to turn those objections onto their heads. Learn how to go beyond those questions to find out what the customer really wants, and then answer to that.
With the proper training, you can master the art of influencing clients’ perceptions about your product, and anticipate their objections even before they’ve ever been brought forward. Sealing the deal before the sale has even been made – that is the mark of a good sales rep.
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