20 Sales Tips & Attributes That Are Necessary for Success in Anything
Author: Matthew Toone
Author: Matthew Toone
Often we hear that sales is an industry or a job the reality is that the ability to sell is necessary in every industry, selling is more of a learned skill and mentality than it is a job, and the tips and attributes for effective sales can (and must) be implemented to achieve any dream, goal, or success in life. Perhaps first and foremost, we need to eliminate from our minds the misconception that all salesmen are greedy, pushy, and unethical. The unfortunate fact that a minority of unprofessional salesmen use those types of sales techniques should never justify ignorantly assuming that all sales techniques are bad; in fact, the ability to reach your full potential and become and accomplish anything is determined on the very techniques, attributes, and mentality that effective and ethical salesmen use all the time. Listed below are 20 different sales tips, techniques, attributes, mentalities, and actions that if understood and applied will result in effective selling, increased profits, and greater success. Ironically, the same 30 principles are absolutely necessary to know and implement in order to achieve any goal, dream, or success in life. 1)90% is Mentality: Success in sales is not necessarily determined by the demand for the product, current market conditions, company or location, prospect or customer needs, or even the sales techniques used. The ability to think big, disregard objections and rejections, never worry what others say or think, constantly be enthusiastic and optimistic, overcome fear and doubt, and have confidence and belief in ourselves this mentality is what is needed to be effective in sales, regardless of what the product is. 2)10% is Work: Anyone can be effective in sales if they work harder, longer, and do whatever it takes to accomplish their goals. Sales is a numbers game and the more calls made, appointments set up, or doors knocked, the more success is experienced. Never forget, however, that because it is a numbers game, many of those numbers will be a no. And always remember that the greatest baseball players in the world usually only hit the ball 3 out of every 10 times they are up to bat and they get paid extremely well for striking out or getting out those 7 other times. Sales techniques are secondary to perseverance, daily action, and working hard. 3)No Does Not Mean No: The word no means the customer does not understand, does not see the benefit, or needs more information. Successful salesmen understand that hearing the word no is nothing personal, signifies more information is needed, and is a necessary step to the word yes. 4)Assume the Sale: Your mentality, body language, words used, and actions should always communicate that you know that the customer will buy from you. Your approach is not one of hope, but of complete confidence in yourself, the product, and the fact that they need this product and they thus are going to buy from you. 5)Negotiate a Win-Win: The most successful salesmen actually develop the ability to lose in order to win. They put the customer or potential clients desires, wants, and needs above their own and ensure that the end result is a win-win for all parties. Losing a little revenue to obtain a satisfied customer has always been a recipe for long-term profits and success. 6)Sell the Benefits Not the Product: Ultimately, people dont care about you or the product they want to know how the product will benefit them. 7)Be Yourself: Developing effective sales techniques should never translate into developing a different personality. People will buy from you if they like you, trust you, and sense genuineness from you. 8)Engage Them Through Open-Ended Questions: Our typical perception of salesmen is usually someone who is fast-talking, cocky, and greedy. Effective, professional, and ethical salesmen know how to talk and listen, ask sincere open-ended questions, and engage the customer by having them reveal their interests, needs, and concerns. 9)Goals: A sign of effective salesmen is that they have specific short-term and long-term goals. They not only review them, but re-commit to them every day. Their goals, however, are more than a hope or dream because they implement specific daily actions and never quit until their goals are realized. 10)Continually Learning: Successful salesmen know and continue to learn about their products, prospects, customers, market, and industry. Being knowledgeable and a resource of information call it a sales technique if you wish is important to their success, and more importantly, appreciated by the customer. Because they know their customer, product, and industry so well, they can thus tailor each approach according to the situation or need of the customer. 11)Comfort Zone: There is no such thing as a comfort zone to a successful salesman. They realize that their success is dependent upon taking risks, doing things that are difficult, facing rejection, and persisting despite how hard, awkward, uncomfortable, or unsuccessful it may be at times. 12)Fortune is in the Follow-Up: Enough said, right! 13)Scarcity & Urgency: Unprofessional salesmen use these tactics by lying to obtain sales; effective and professional salesmen implement them properly all the time. Have you ever heard the phrase while supplies last, or limited time offer, or weekend blowout sale or even half-off? Communicating scarcity, creating a sense of urgency, and advertising discounts initiates increased action by both the salesman and the customer. 14)Attributes & Appearance: Effective salesmen possess (actually, they develop) certain attributes that are necessary to achieve success in anything in life. They are confident in themselves, are excellent communicators, have exceptional people skills, never take rejection personally or worry what others think, always take risks, learn from failure, and continually overcome the voices of fear and doubt in their minds. In addition, they dress for success! Not only do their thoughts and words communicate confidence and success, but so do their actions and body language, clothing and grooming, as well as their appearance and demeanor. 15)Name Dropping, Endorsements, & Testimonials: As effective, knowledgeable, and even hard-working as the salesmen may be, the potential customer wants to know what others say or think about the product. Any effective pitch, promotion, or marketing campaign will always include endorsements, reviews, or testimonials of others and the more recognizable the names or companies endorsing, the more success will result. 16)Move On: Time is money! Effective salesmen develop an ability to sense when an opportunity is fruitless or a potential customer is not interested. Then, in a respectful way, they move on and quickly. 17)Ethics & Character: As important as each of these techniques are, they will be ineffective if implemented in a dishonest or unethical way. Of course money can and is made from unethical approaches and tactics; however, those individual salesmen and companies who do this will always be revealed, and failure will eventually be the result. Professional and effective salesmen realize that honesty is just as important as product knowledge, integrity is far more important than sales techniques, and a persons character, kindness, professionalism, and honesty always result in increased profits, repeat customers, and greater success. 18)Always Be Closing: A close essentially is a phrase stating that you are assuming the sale, or it is an actual question asked to determine whether or not they are ready to buy, sign, or move forward on the deal. Effective salesmen use soft or hard closes all the time with the intention of course to get them to buy, but initially to actually allow them an opportunity to reveal their concerns. Closing is difficult, takes courage, can be uncomfortable, and can even be risky because it could possibly cause the customer to retreat but effective salesmen are always closing. Read that last sentence again, and therein you will not only find attributes of a good salesmen, but many of the secrets of success to accomplish anything. 19)Persist Always: The majority of personal successes in life are usually accomplished after the individual determines to not give up when they experience setbacks, rejection, or even failure. More important than any of the tactics, techniques, attributes, and actions listed above the salesman who persists will be the salesman who succeeds. 20)Secrets of Success: As one carefully reviews each of the principles above, it becomes evident that success as a salesman requires implementing the same principles, laws, and recipe to be successful in anything in life. Thus, having the best product, the longest experience, the most effective techniques or tactics, and the perfect market conditions are irrelevant if one does not possess these attributes: a strong desire, belief in self, ability to think big, establishing specific goals, commitment to daily action, creating a positive attitude, overcoming fear and rejection, learning from and getting up after failure, and a determination to never quit until the goal has been realized. Therein is the formula for success in anything in life including sales!About the Author:
Matt is the founder of
http://www.awakeyourpotential.com/ a website focused on inspiring people to achieve their goals and dreams, live up to their full potential, and learn the secrets for success in anything. As a successful entrepreneur, Matt recently accomplished one of his dreams to write a book! His book is entitled: Great Games! 175 Games & Activities for Families, Groups, & Children. To view the book and learn more, visit:
http://www.greatgamesbook.com/
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