The skills we learn in school to became a sales pe Essays - Economy

The skills we learn in school to became a sales pe Essays - Economy The skills we learn in school to became a sales person ? A sales person is who sells goods and services to other entities. The amount of sales usually measures the successfulness of a salesperson he can make during a given period and how good that person is in persuading to make a purchase. If a salesperson is employed by a company, in some cases compensation can be decreased or increased based on the amount of goods or services sold. Understand what the buyer wants Sell in a buyer-responsive manner Use psychology to engage the buyer Establish trust with the buyer Communicate succinctly Act on what the customer is saying Demonstrate subject matter expertise Help (as opposed to close) their prospects Tell really compelling stories Are great copywriters Sell effectively over the phone Are socially active with target buyers Personalize their interactions Use a variety of marketing skills Help prospects achieve next steps Are more productive because of sales technology Tie daily activities to quota achievement Manage their pipeline like a portfolio UNDERSTANDING THE BUYER The most important of today's sales skills is simply understanding the buyer. It's the foundation of effective selling. But it involves more than just understanding who the buyer is. As my partner Craig Rosenberg likes to say, "This isn't just about knowing what brand of coffee the buyer drinks". Instead, it's about identifying the experience that the buyer wants to have as they consider making a purchase in your market. You buyer has a set of expectations about that experience and your job as a salesperson is to exceed those expectations. You can't exceed them if you don't understand the experience that the buyer wants to have. BUYER-RESPONSIVE SELLING When a salesperson understands the buyer, they can engage in what's called buyer-responsive selling. The idea here is to provide the buyer with what they want, when they want it. For example, if your buyer needs a trial to evaluate your product but can't allocate more than 30 minutes to it, give them a free trial. But don't just give them any free trial. Give them a free trial that is easy to set up, easy to use, and really demonstrates the value of your product in five minutes or less. One other point - buyers like salespeople who have skills! ESTABLISHING TRUST WITH THE BUYER Buyers like to do business with people they trust. The stereotypical used car salesman just isn't relevant anymore. Good salespeople view their ability to establish trust with the buyer as a core sales skill. Helping the buyer goes a long way in this regard, as does understanding what the buyer wants. CONCISE COMMUNICATIONS Given how busy the average buyer is today, a critical sales skill is to make sure that you communicate succinctly. The days of the silver-tongued, overly verbose salesperson are coming to an end. Buyers value how information is presented more than the information itself. Today, the preferred form of presentation is conciseness. A good rule here is to never try to communicate more than three important points in a single conversation with a buyer. CUSTOMER-DRIVEN RESPONSIVENESS A lot of sales leaders and pundits like to talk about good salespeople are good listeners. We think that goes without saying and that the best salespeople take action based on what they hear from their customer. It's not good enough to just listen. You need to internalize what the buyer just said and then do something about it. SALES SUBJECT MATTER EXPERTISE Salespeople aren't just vacuous portals anymore. They actually need to be subject matter experts in two areas. First, they need to understand the buyer. This involves knowing about the pressing issues that the buyer is facing and what the buyer wants as they work their way to a purchase. Second, salespeople need to know a lot about their own product or service. ALWAYS BE HELPING Buyers don't want to be closed; they want to be helped. That's why always be helping is the new always be closing (we just published a post on Always Be Helping ). ABH is more of a mindset than a skill. A lot of salespeople struggle with this, but you should try to remember it