Learning from others’ experiences and mistakes is always a good idea. And for a sales person, what better way to learn than from some of the most successful sales people. Some sales training and sales coaching classes bring in successful people to give a talk to the new batch of sales people. But if you haven’t got a chance to hear these people talk then not to worry, here are the 5 tips from the most successful sales people.
Tip#1- Focus on Clients
True, you are representing your company, but your focus should be on the client. It is the client who is going to make sure you stay on the job. Try and get to know the clients as much as possible. They have to be taken care of, monitored and pampered. Ask them questions related to your service. Also, ask them for suggestions as to how you can improve your service. Implement their suggestions if you feel it is going to make your service better. Show them, that you are implementing their suggestions. You will be rewarded by their loyalty. They will come back to you even if you shift jobs. Clients will remain loyal to you if they know that you care.
Tip#2- The Right Attitude
Don’t enter this field unless you enjoy doing it. Unless you enjoy what you do it is hard to be productive. Love your work and you will find ways to be creative. If you are passionate about your work it will show. Excitement for your work will have an impact on your clients as well. Enthusiasm is infectious. If you are enthusiastic about your product, the client will feel that you are not just making a sales talk, but that there is really something worthwhile in your product. You should show the same attitude when attending sales training and sales coaching classes.
Tip#3- Set a Goal
Sales training is all about setting a goal or target and achieving. Most often than not companies will set a target for you which you will have to achieve in some period. It might be a year, a month or a week. Whatever they set is important but more important is your goal. So, if they set a target you can set a higher target for yourself. If they give you monthly targets split it into weeks and days so you know what your goal is for the week. Set out full throttle and speed ahead towards the goal. But, one thing is clear, setting your own goal is very important. There is something very exciting about achieving a goal one has set for oneself.
Tip#4 – Select your Clients Carefully
A long term two way relationship with a client is always better than a one way street. Your relationship with your client should be mutually beneficial to you and your client. So, select clients who will stay with you for a long time. The advantage of having such clients is that they will refer your business to others. So, with referrals along your way you can increase your business. Now, convert these referrals to the same sort of relationship that you have with your other clients. Sometimes the opposite can also happen. You can meet prospective clients who can turn out to be just that – prospective. Asking the right questions can make you understand whether they want to buy or your products or they are just fishing around. Sales coaching and sales training courses also emphasize on this.
Tip#5 – Follow Up
All too often sales people forget about their customers once they have the order in their hand. It is important to keep customers happy for long term benefits. Follow up is very important. If you have a follow up offer, even better. Make it related to the original offer. It might sound difficult, after making one sale is not easy and then a follow up. But, it can be done and should be done. If you have done your research properly then you will know your clients tastes, hobbies, favorite sport etc. So, it is up to you to come up with special offers for your clients depending on their individual tastes.
Author Sean McPheat
Sean provides sales coaching, sales training courses and sales consulting to a number of businesses around the globe.