Rules for Sales People

Sales is where it's at. Without them most entrepreneurs would not have a business at all. In our customer driven economy, sales could be considered the most important part of any operation. Sales could even be called the backbone of our economy and a necessity for a free marketplace. Still there are some basic rules that sales people should adhere to no matter what the situation.

Knowledge is a major component in rules for sales people. Too many times people read a small manual and off they go to sell whatever. That's not a good practice; intimate knowledge of the product is needed. Also make sure as a sales person, you know what the competition is offering as well. Know your enemy and know how your product differs and can benefit the customer more than the competition. This is also the fundamental of knowing your selling points.

Your selling points are what you offer that no one else does. These could be price, service, quality or uniqueness to name a few. Whatever your selling points are, stick to them. Embellishing your selling points is not only a bad idea, it's immoral. I'm not a big believer in karma, but I will point out that these types of practices always come back to haunt you. Make sure the promises you are making and the results you are selling are within reach of the facts.

Belief would be the next rule. Believe in what you are selling. A good sales person can sell anything, this is true, but the most successful ones overall have to have some sort of belief system in place or else they will ring false with some people. Results driven sales are important, but belief driven sales are powerful.

The customer is always the customer, even before they are the customer. This sounds like something Yogi Berra would have said, but I think Mr. Berra would have agreed with this statement. How does this apply to rules for sales people? Treat the customer as if they were already a client or owner of your product. This is why when sales people in auto sales hand you the keys to a car; they don't take them back after the test drive. Making your potential sales opportunity feel like they have bought your product or service already will clue them into the type of service and support they could be getting when they purchase your product over someone else's.

Take no for an answer. This one is something that seems to be counter- intuitive to sales, but it's true. Knowing when to give up the hunt with a potential sale is important. To keep offering your product after two or three "no's" is just harassment and kills any future sales. For a service oriented business this is even worse because even if the client agrees to try your service, most likely they will cancel later and are just agreeing to get the sales person to let up some. A polite, "Well thank you for your time and if you ever change your mind or have any questions, don't hesitate to call." leaves the door open for the customer to return later.

These rules easily apply to all businesses and are more than just practical, they are nearly compulsory. Forgetting about the nuts and bolts of things is never a good idea and understanding the mechanics of sales will only benefit you. Every potential sale is an opportunity and every failed sale isn't a failure, but a chance to renegotiate at a later time.


Zeeman Haus enjoys writing articles online on a variety of subjects.

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