Gone are the days when we would define success in terms of sitting for examinations only, its good news to everyone that currently success is defined in every aspect of life. For every other positive achievement you get is defined as success.
In the world of business, selling and marketing, success is necessary for any business to make profits, grow and expand; it must then succeed in selling. Many businessmen and women find selling quite difficult and they usually say that sales people are born not however that is a myth, everyone has the potential to become a sales representative, it all about the perception and will towards executing it as your duty or job.
Great sales representatives make it look easy and a great job that everyone would go for but this all depends on the time and the attention given to it. As time goes by sales representatives gain skills in the field and so find easy to pitch and make a sale.
Well let’s get started on discussing our today’s topic which is succeeding in sales as the first time sales representatives. If you want to become a good or great sales representative and your goal is to become of the best selling personnel’s and highly paid then there are some keys that you must implement in order to be successful in that field.
A great sales representative earns admiration, loyalty and referrals from prospects while good sales representatives earns trust respect and are more concerned about the issues of their customers or client. For a great or good sales representative, to be successful in selling a product or a service a good sales representative must be able to carefully listen to his or her clients and address their concerns as expected. Let’s get deeper and understand more keys that can help you succeed in the field of selling as the first time sales representative.
Great 7 keys to succeed in selling as the first time sales representative
Clearly understand your goals
As the first time salesman, it is always good to know and clearly understand what your business goals are and what you are after achieving. Knowing your goals helps you lay strategies on how you are going to work and achieve them. When you clearly know your goals it also helps to set performance against them. First of all as a sales person you need to know your products or services, what your customers are, what do they need, are they willing to buy even, how much are they willing to pay, what can you do to generate business prospects and turn into buying customers, what time will you take to achieve your goals, how much revenue do you intend to generate from those customers? And so many more, basically understand every aspect that will help you around making a sale. A good salesman ensures that his goals are smart that is specific, measurable, attainable, realistic and timely. Understanding your goals is a good key in regards to helping you achieve target.
Identify your potential customers and stick to them.
Identifying and knowing your customers is a crucial and important aspect in selling and in business, if you don’t know who your customers are then you will never make a sale. Identifying potential customers includes; knowing who are they, where do they live and what are they doing? Once you identify a customer then stick to them until you get what you want that will help you in generating sales. Research about you customer, know if they will buy or not, show them the reason as to why they should buy and how your service or product will be of help to them. Being able to convince a customer to buy is one of the best keys to succeed in sales.
Understand the whole sales process
Selling is not something that you just wake up in the morning do it and then it is done there and then but it is a process that follows certain steps until the end is reached. Selling goes through various steps right away from prospecting to closing the deal and delivering the product. A great salesman who understands this whole sales process finds it easier to transact a sale irrespective of the time it takes.
- Prospecting, Prospecting is the process of sourcing and identifying new leads or clients to begin working through the sales process.
- Connecting and Qualifying, The connecting process involves representatives initiating contact with those early-stage leads to gather information. Qualifying new leads involves deciding whether or not they’re a good fit lead for your business and whether or not they will likely move forward in the buyer’s journey.
- Initial meeting, This involves scheduling the first appointment with the leads after confirming that they have fully qualified.
- Researching, Researching involves representatives knowing more about the prospect by digging deeper , when representatives learn more about each prospect and company, it allows them to offer a more tailored and personalized experience and improves the likelihood of closing a deal.
- Presenting, This involves a salesperson running a formal presentation or demonstration of your product or service for your prospect on how he or she will benefit from it.
- Handling Objections, This involves listening to the prospects objections and questions from prospects; this helps representatives to drive your product or service to fit the needs and wants of the prospect.
- Making an offer, negotiating and finalizing, When the needs of the prospect are understood, then you choose to make an offer or not but once you choose to make an offer then you will need to negotiate the final terms and conditions.
- Closing the sale, This involves coming to a conclusion or reaching an end by the prospect and the representative. The close step is what every salesperson works toward. This is expected to result into a mutual benefit and a contractual agreement between the prospect and the seller.
- Deliver the product, This is the very last stage in closing a deal where the representative delivers the product or service to the customer physically.
Decide on what you want and love what you do.
Decision making is an important aspect in life, without taking decisions then we can’t move from where we are to the next step. Good decisions guide our thoughts until we reach our estimated business goal while bad decisions, worsen what is there and the yet to come. As great sales man therefore you ought to take extremely good decisions in response to the work you execute or your job. If you decide to take on sales as your career goal then you must choose what you have to do with it so that you can excel in that field. Set your goals and document them, this helps you to follow them up accordingly one by one until they are achieved. When you choose to take on sales career then you must love it as your job, loving what you do gives you daily passion and courage to take it on for more and more years. All successful and highly paid salespeople love their sales career. You must learn to love your work and then commit yourself to becoming excellent in your field. Investing whatever amount of time is necessary to improve your sales career; pay any price; go and distance, make any sacrifice to become the very best at what you do, this one of the best keys to guide you in succeeding with sales.
Build stronger relationships with your prospects
Most businesses end their relationships with customers immediately after making a purchase and never mind to follow up however the truth remains that this is not a good practice at all. If you want to be a great salesman, after finding the ideal customers you must spend more time with them. Research recommends at least spending 80% of your time with the prospects while prospecting morning, noon and night. Remember that the more time you spend with your prospects the stronger a relationship grows between you two. The problem with many salesmen is that they focus on selling their product or service than anything else other than building rapport, trust, credibility and reliability with the prospect yet these are very important especially on the side of the customer before they make any step to give you a deal. The most successful salespeople take as much time as necessary to establish trust with that client. They ask good questions and listen closely to the answers. They seek to understand the customer’s situation and needs before they make any attempt to talk about their product or service. The truth remains that if a customer likes you and trusts you they won’t delay or take long to give you the deal thus succeeding in sales.
Listen to your customers carefully and allow them to be the pioneers of their own decisions.
Great salesmen don’t rush into pitching a sale as most of the people do. No, they take their time to listen to their customers carefully, know what a customer wants, finds out whether his or her product will be of help to the customer, what the customer does, who the customer is, how much a customer is willing to buy and how much he or she is even willing to pay. A salesperson you are reminded that the buying process is not about you and your wants and needs, it is about the customer. Many of you salesmen meet your customers when you are already have your own agenda and sometimes you don’t give attention to your customers, instead you are thinking about whether the sale will be closed today or not so that you can earn commission. Dearly, it’s not about you but it’s about the wants, needs and expectations of your prospective buyer. Most sales men tend to push harder to make a sale other than listening to their customers carefully, I will keep reminding you that if you want to be a great salesman then focus on your customer and how your product can best serve their hopes, dreams and goals. Don’t forcefully persuade your customers to buy the deal; leave to make their own decisions after all a better decision is an informed decision take by the consumer out of his or her will.
Time management is important in all aspects of life even in your daily activities you still need to manage your time. A good salesman is a good time manager and executes his work excellently. I want you to assume a scenario where a prospective client tells you let us meet at Makerere university main building in my office at 9:00 am in the morning and you turn up at mid day or when you are much later. What will that client think of you to be? Automatically he or she will develop a bad perception about you and won’t give you business that is if at all you find him or her still waiting for you because for many people with tight schedules if you go passed the agreed time they cancel your appointment and go onto other businesses. Therefore if you want to be good in the field of sales you must learn how to respect time and appointments of your prospective clients.
Final thoughts and words
To succeed in business, it originates from how you want your business to be and what you want to achieve with your business however, monkeypesa has provided you with the basic 7 keys to succeed in sales a businessman or woman.
At MonkeyPesa, we are working out the perfect digital marketing solution for your business and for more updates on the product, SUBSCRIBE HERE.
You can contact us on or by a phone call or whats App +256757537658
Subscribe to the YouTube Channel for News and Shows on Tech and Business in Africa https://www.youtube.com/channel/UCm2GHNQ69dtHScOcC2ngqJw
Subscribe to newsletter: HERE