Being a good sales person is not only related to a sales executive over the phone or a person selling on the streets/showroom etc. Even being an entrepreneur at the starting stages of his/her career requires good selling skills or at least the knack of recognizing a good sales person in order to grow business. Because business is “selling”.
So what makes a good sales person?
- Passion & Motivation: A person who is really passionate & motivated in representing the company and the product. No success is achieved without motivation and passion.
Not interested? No sales
This is one of the things that I can say out of my own experience, having worked in sales & service industry. If you ever feel you are not in the mood or not interested in making sales then you very rarely will make any sales. “If you don’t sound interested in selling, very rarely will the customer be interested in buying”.
- Honesty: Someone who can close a sale by conveying the right information. Even though “The complete truth never sees light in the world of sales” is it very important to be honest to maintain customers trust.
- Gain Customers Trust: Building customers trust in your business and product is the most vital aspect and being honest is the right way to get repeat customers. So a person who has the ability to build trust is the one who can get more customers.
- Conversation Flow: Sales is about being spontaneous, its not about following a script. No customer likes a robotic conversation.
- Product Knowledge: Having good knowledge of your product gives you a great advantage while tackling your customers query and conveying a message of “You know what you are selling”. This is a great way to build conversation flow and trust with customers.
- Closing: How good is someone at closing a sale – Not order takers. I am talking about people who can influence customers to buy the product. Anyone can complete a sale when customer walks in with a mind set of buying. Closers are the one who turn inquiries into sales.
Note: Even though, when it comes to closing a sale there is no such thing as a perfect predetermined time. You have to close a sale when “you feel” it is the right time, but not out of hastiness nor delay.
But how can you determine or feel which is the right time? If you are really listening to the customer, involved in the conversation and understand the customer then you can recognize that time in the conversation when you can nail it.