All small business owners MUST be salespeople.
If you are getting started in business, having to be a salesperson may be a scary thought. And if you are in business, you may need to keep reading.
However, if you are going to be successful you need to sell
Salesperson — I am not a salesperson, you may be thinking. Or I will hire people for that.
Perhaps you think salespeople are the classic stereotype of sleazy car sales (Harry Wormwood) or real estate sales. While these stereotypes still exist, top salespeople and successful business owners do not meet these criteria.
Here are some tips for you to improve your selling skills.
Show you have empathy.
All the top salespeople don't use aggressive methods to close sales. Instead, they take the time to understand the customer and know what pains them.
As a salesperson, you use empathy to notice what the potential or existing customer will need both today and in the future. You offer solutions to their problems and leave the customer knowing that you understand them.
Show you listen
If you have good listening skills, you will quickly provide your customer with what they need. It would help if you remembered that you have two ears and one mouth, and for that reason, you must listen more than you speak.
When you speak, make sure you ask the right questions that will elicit answers to help you progress through the sales process.
One of the best skills you can have is to recall something you discussed previously and bring it up over a second conversation in the sales process. This makes your customer feel valued. E.g. Last time you were in you mentioned you were going on holiday, did you have a fantastic time!
Show your flexibility
While a script can be a great starting point, it is not the be-all and end-all. A star salesperson will NEVER follow a script; they will be flexible and agile to meet the customer's needs.
Your ability to be flexible means that you have answers, or you have a method to get answers. You will be flexible with your response as every customer is different if you have listened.
Show you can Analyse
You need to analyse what you are doing and see why it is or is not working.
Don't keep doing the same thing and expect a different result. Analyse the information you have and see how you can improve.
Why did you gain that last sale, and why did you lose that previous sale? How can you repeat the success you had and prevent lost sales in the future?
Show you have the tenacity.
All top salespeople have tenacity; they want to close the sale.
Don't get carried away by this and become a stalker of your potential or existing customer. Don't bombard them with emails, calls, or anything else you may come up with.
However, you must have the persistence not to give up too quickly. Find a happy medium where you follow up but don't go overboard. Again listen to your customer and aim to give them what they are looking for.
Do you agree that all business owners must be salespeople?
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Thanks, Kelly
