You can learn an awful lot about good and bad sales techniques simply by watching what others do and don’t.
People watching is all about picking up on body language and those little telltale signs of when a potential buyer is genuinely interested.
Similarly, salespeople watching is all about seeing what works and what doesn’t for those trying to do the selling.
Of course, if you’re looking for your next career move in the Sales sections of s1jobs, the chances are you’ve honed your technique, you’re a stickler for an ethical approach and like to leave your customers a warm, fuzzy feeling – as well as the goods, services and products they really want.
However it never hurts to have a quick refresher on the dos and don’ts of successful selling. So here are just a few to be going on with.
Timing is everything
Do turn up promptly for a sales meeting – yes, at the agreed time. This will get you off to a good start. It sounds obvious but it’s surprising how many slip up at this first hurdle. So don’t keep customers waiting and, above all, do always keep a tight rein on your daily diary. Missing an appointment altogether or being out on a lunch break when a potential client arrives is a big no-no.
Think ears before cheers
Do listen before you begin to talk. Asking a potential customer what they want, questioning them on the details and showing interest in their short and long-term plans gives them the confidence to believe you’re the best person to help them achieve all of their goals. No practised sales pitch is ever quite as powerful as genuine engagement.
Do your own thing
Think twice before talking down competitors. Customers can make their own judgement on the rest of the market – that’s not your job. They want to know what you and your company can do for them, not hear your views on your rivals.
Know your stuff
Do learn the technical spec, the benefits and the limitations of everything you’re selling. And do go one step better, whenever you can, by having to hand the details of satisfied customers who would be happy to be called upon to talk about their own experience.
Last bit not least, don’t delay and do look at all of the hot Sales vacancies on s1jobs.