Many think that sales is a discipline limited to mostly business people and sales people. But if you redefine sales and call it a process of justifying and convincing people to make a specific decision – sales will end up being a skill needed by everyone.
You can call it an art of persuading someone to do something the way you want to. Sales people have the task of convincing people to buy products and services. The process of convincing takes the skill of getting customers to trust the sales person in a short span of time. This applies to all products, services and personal brand.
Being good in sales is a great way to make more friends and influence people regardless of your job
Here are five things to keep in mind as you go forward in sales
Build relationships first.
Observe, listen, ask questions and build trust. Focus more on what they want and not what you want them to do. Take an interest on their life, likes and dislikes and try to build a genuine relationship. This reflects and will help you build more trust.
Once you slowly build this relationship with them, they too will want to connect with you. Regardless of your goal, your first focus should be on building a relationship. Trust is the key in convincing people.
Tell compelling stories.
Facts are often boring and have no emotion, and will not tap in to the imagination of people.
Instead, tap in to people’s emotions. Tell stories that makes them feel something, happiness, sadness – anything that revokes an emotion.
Steve Jobs used the tiny pocket found in a denim as a story to promote the new ipod nano. It was by no way related to the product, but the random story telling got people hooked and had them hanging at each word.
Capturing and using the imagination of people is very important in selling. A restaurant that has terrible interior will not be patronized, even of the food is great. Your ideas need to be packaged right for them to appeal to your audience. Else it will be just one in many ideas that dies a slow death.
Take brutal rejections calmly.
Rejection comes as part and parcel with sales, and does not mean that you have failed as a sales person. These rejections are more of opportunities to learn. It will show you where you went wrong and what you need to avoid, helping you know what you need to do differently the next time.
An interesting story of rejection id of Anna Wintour. Currently editor-in-chief of Vogue and now the artistic director for Condé Nastworked, she was fired from Harpers Bazaar before she started a super successful career.
Rejection is a part of life, when it comes to relationships, products and ideas. You need to take it as it comes and use it as an opportunity to grow.
Anticipate questions, and have answers ready.
Be Mr. Know it wall when your selling. Know everything about your product and idea and instill the confidence that you know what you are doing. Also make sure that your client understands everything you are trying to tell them.
Think from the perspective of the person who is listening to you. What are they looking for? What are their concerns?
Having a response to these will build your credibility and make you trustworthy. This will help in building your relationship with them.
Be proactive in seeking opportunities.
Don’t wait for an opportunity to come in search of you. Go out and look for opportunities you can utilize. Use your connections, use your resources and take hold of each and every opportunity to get your ideas across to others.
Known as the best sales man ever, Joe Girard, a car salesman went out of his way to find clients by looking for more and more clients and getting more and more referrals.
Sitting and waiting for the next opportunity wont get you anywhere. Go out there and keep your eyes open, to al opportunities that can help you get your brand further.
Be a salesperson of your own life.
Sell, at every point of your life. The most important thing to sell is your personal brand. Establish your ability of influencing others, and drive emotions and take rejections positively. The more you become better at selling, the more you can succeed in life.
No matter who you are, things you can learn from a sales person
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