Selling. Icy calls, introductions, interviews, appointments, proposals, referrals, call cycles, building rapport, listening, asking for the order, overcoming objections, closing the sale & rejection. There is a lot to know about the business of selling. No wonder a lot of people are a bit overwhelmed when they are asked to do it.
It is not a job for the faint-hearted. Selling is a communication-rich activity, with lots of verbal & non-verbal clues to simultaneously recognise, understand & reply to. It is a hard job looking after the interests of the customer & the company simultaneously. when you require to do this lots of times a day, every day.
The sales method does not usually proceed in a linear, one-way direction. The participants will often meander along paths filled with associated ideas, return to items already discussed, find answers for issues (overcome objections) & explore the features & benefits offered. An effective selling style will display a relevant & appropriate personal manner combined with a powerful focus on the necessary outcome.
On plenty of occasions handling a sale is much like steering a boat across a powerful current. There is a necessity to constantly evaluate the amount of 'drift', making minor adjustments to stay on work for the location.
A skillful salesperson can handle these diversions & carefully guide the prospect to recognise why they ought to make the decision to buy 'this' product from 'this company
For those working outside the field of professional selling, it is common for the sales method, & sales people, to be misunderstood. Indeed, there's those who think of sales staff as being universally pushy, overbearing, & making the customer feel ill at ease.
However this type of behaviour is usually the result of inexperience or poor sales training. Over recent years the art of selling has been transformed in to a method now often often called 'consultative selling'.
Over a buzzword, consultative selling refers to the method of developing a clear understanding of your customers needs & following this with a logical presentation of how your product or service can help your customer be satisfied. In effect consulting together with your client to choose their needs & create a solution.
Modern, effective sales people have mastered the skill of identifying the needs of individual prospects, matching those needs with benefits offered by their product or service, & closing the sale by ensuring the customer can see actual value in the deal being offered. It is a win-win result.
Throughout the process an experienced salesperson will generate a level of trust with the customer that can stand the check of time.
Here are a few tips to help you manage your sales team:* Have a territory management plan in place.
* Respect the personal barriers they must overcome on a every day basis.
* Provide appropriate supervision to make sure nice sales practices are maintained.
* Make sure the customer has regular contact with other people (or departments) within your business other than the salesperson.
* Comprehensively train your sales people on company procedures, their obligations & your expectations.
* Have a procedure for listening to, assessing, & acting on feedback from people in the field.
* Avoid involving sales people in non-sales activities such as deliveries & collecting account payments. These tasks will undermine the sales relationship & will adversely impact on your sales results. Keep your salesperson as the 'good guy'.
Selling is an art - the art of guiding the sales process to a mutually satisfying conclusion.
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