What makes a great sales person?

Who in this day is a sales person? Everyone. No matter in which profession, age and economic standard in life you may find yourself, you are always selling.  Whether it be at work with clients and colleagues, at home with family and friends, sales is all around you.

The Sales Effect

When thinking about sales, a common misconception of the trade exists: The best sales professionals are those that “convince” most people to buy from them. Wrong.

This isn’t how the most successful sales professionals think; however, their intention is not to convince but to uncover the reasons why their prospects would benefit from their solution.

  • Research : The key to a good salesperson is research. Know your clients and products they offer.
  • Consistency : Anyone can convince someone to try something at least once, but growing a business that is filled with consistent and trusting customers takes a professional.
  • Problem-solving : A professional that loves their industry and views their role as uncovering problems for their customers.
  • Pain points : Knowing enough about your prospective customers’ pain points, so that you can articulate them with precision, will put you leaps and bounds ahead of your competitors. Know your customers wants and needs.
  • Deal closing : Good sales people by nature are “hunters” they chase the thrill of signing that deal.

How to pitch to your clients

I think this is the most nerve wrecking terrifying thing ever. Making that first call, talking to that first prospective client. Yes you do get a lot of doors slammed in your face and loads of “No’s!”, but just keep going.

Your pitch is arguably the most important part of a sales process. You need +/- three minutes to pitch your product. However more preparation work goes into a pitch than what you may realise. Whether contacting a client, telephonically, by email or in person you need to know a couple of key aspects to catch your prospective client’s attention.

  • Have a warm introduction. Introduce yourself and your company you are employed by and ask the client if they have three minutes to spare for you.
  • Have credible and fact based research on the prospective client. It gives the impression that you know them and what they represent.
  • Tell the prospective client what the potential risk is of not having your solution and what the reward to them is as a company and person by using your product.
  • Ask the client if you are able to email them more information and follow up. On follow ups ask if you can arrange a meeting to discuss the product in person.

If the prospective clients are dropping hints that they are not interested, back off, don’t be that sales person that can’t take a hint when to stop trying to push for a sale. Know when to walk away and live to fight another day.

Focus on listening more than what you are talking. Read your clients and focus your pitch appropriately. Most people will tell you exactly what they want and need without them realizing it.

We would love to hear from you when it comes to refining your sales pitch. Please feel free to comment below.