Twenty Commandments of Sales Expertise You Need to Know
June 21th, 2021. 9 min read
Every business needs professional sales staff. These professionals may improve the direction of your business in the best possible way and may turn you into a business leader and standard-bearer among your competitors. In this article, we intend to remind sales staff of twenty important points.
- Display A High Level of Self-confidence
When you talk about your product or services with full confidence, you increase confidence and trust in your negotiating party. This influential atmosphere affords you the opportunity to sell your product or services more conveniently and efficiently.
- You are not Always Faultless
Our errors teach us more about success. Do not try to be faultless, we all learn from mistakes. Every negotiation opportunity gives you the possibility to review and analyze your new “self.” The important point is to try your best to repeat the same mistake but to learn from it. New mistakes are not only a negative point for you but should also be considered a symbol of your boldness and courage. Do not unnecessarily criticize yourself; be comfortable with who you are and always seek to improve the situation.
- Understand Your Customers
Despite your excellent sales pitch, competence and experience, your customer may not be in good mood for whatever reason on the day of negotiations, and you may not convince him to buy your product/services. In such circumstances it is better to repeat this sentence to yourself: “Sale by pressure is prohibited.” We are not supposed to always achieve all of our goals and not too quickly either. We should be patient and try to understand our customers. Sometimes it is better to step back from the marketing war and our personal manifest, and try to be friendly and sincerely accommodate our customers. Recognizing and experiencing this situation requires high intelligence; rest assured that it will be very effective and beneficial over time.
- Be a Good Friend, Not Just a Salesperson
Honesty is the best policy. At the time of introducing and selling your product or services, always think that you are in the company of your dearest family members. Explain everything to the customer as you would to a good friend; offer effective guidance and suggestions to them. Ensure that they never forget that you never see them as disposable. Sale is a fundamentally important matter, and continued relationships with your customers are better than a one-time sale. Intelligent salespersons and negotiators always consider the value of this point. Always remember this sentence: Do not emotionally fool yourself to be intelligent.
- Recognize the Personality Type of Your Customers
Every customer is different and should be treated accordingly. Each has its own special psychological and personality type, and characteristics, like a specific fingerprint. Try to talk to a customer at their own level and show you understand their specific needs. Take time to analyze your customers and learn the specific language of each of them individually. I remember I did this for the first time as an experiment when I worked in a coffee shop as a waiter. I carried a notebook and tried to psychoanalyze customers in the form of words and sentences which I jotted down in the notebook. I used this information to try and convert them to be my loyal customers. I cannot say that I scored a high percentage of success; however, the fact that I went through this process made me more mentally dynamic than others and also increased my professionalism in terms of social behavior.
- Be Inquisitive and Ask Questions
No one was a specialist and professional on day one, we were all beginners. Do not be afraid to continually ask yourself questions. This will only serve to improve your personality and self-confidence, not destroy it. The more you try to learn more and question, the more professional and stronger you will appear to be in the eyes of others. You will increase your knowledge and experience with every question and experience. You will earn more trust. Never think you know everything. Always allot the largest share of what you don’t know and learn it, then enjoy and make the most of your increased knowledge. Remember this saying: An expert in anything was once a beginner.
- Do not Give up on the First Attempt
Resistance and objection are the legendary traps of the sales process. Consider this as a good opportunity to know and understand yourself and your customers. Keep your cool and try to develop self-confidence techniques and tools of simplification to challenge you and encourage your customers. One technique to avoid customers’ objections and resistance is to push them towards ambiguities and what they do not know. Instead, direct them through the conversation so they feel that they want to know more information from you and do not want the conversation to end. But do not forget to use this technique with honesty and sincerity.
- Create Good Feelings and Positivity
This can be difficult to achieve at times. Remember, no matter how much you practice, there is always room for improvement. Creating a good feeling and positivity when dealing with customers is the coup de grace of every negotiation. Behave in such a way that your customer feels he is engaged in safe and enjoyable communication and is happy to be involved. Always be that person whom people do not wish to say goodbye to – the person whose company people enjoy. Pay attention to these words and share them freely. The bottom line of all sales processes and your experiences are summarized in this sentence: Be the same person in whose company others feel good. When you have created this feeling, it is no longer necessary to act differently. Only make an offer to your customer – an offer from one good friend to another.
- Use the Customer Relationship Management Software
CRM software is necessary for success. After each conversation, enter the details of your conversation into the software program. You will increase information over time that can be used time and time again. Likewise, this software may remind you of important contacts during the day, whether it is a lead for sale, or former customers, or any other person or event that may be of interest. CRM can be utilized for organizing your sale prospects and advancing your business.
- Talk about Them, Not Yourself
When you are pitching a telephone sale, it is very important to talk a little about yourself to make conversation but too much can be damaging, reduce the conversation quality, and you could lose contact. Remember, this conversation is not about you! Especially when you are talking to customers, keep the conversation topic away from yourself; instead, talk about the customer and the processes related to them.
- Do not Forget Your Human Characteristics
You are not a robot; you are not a talking machine. You are a human being. It is not necessary to memorize numerous dialogues like a cassette player and use it for all customers. To maintain high quality of conversation with all customers, always keep your conversation content fresh. Each contact is a new opportunity. Act carefully and with humility when interacting with a potential customer.
- Occasionally Give Yourself a Break
You are not a superhero. Be kind to yourself. This focus is important for you. It is not good to be always hyperactive. Rest your body and mind so that your creativity and your communication skills are not overshadowed by tiredness. It is very important to have spirit and energy. We want to tell you that if you are not feeling well one day and are suffering from stress or tiredness for whatever reason, it is better to take leave and take rest. Perhaps you need a short trip, or conversation with a friend, or a little privacy. You know yourself better than others. Do not sacrifice quality for the sake of quantity.
- Research Your Products and services
Continually develop your understanding of your product or services. You should be able to discuss them effectively and confidently, with transparency. Write down all their benefits and special features so you can always access them. During customer negotiations, focus on the details specific to them and their area of business. Research how best to improve customer service and understanding to develop good influential skills and sales techniques.
- Welcome Positive Change
Chang is good, you are not supposed to remain the same person that you always are. Occasionally, it is better to be flexible, distance yourself from your present course, and embrace new experiences and knowledge. It will provide you with a better course of action so you will feel more confident in yourself and the events around you. It is better to take a step back now and again to review and analyze your situation from a distance.
- Do not Forget Social Media
Social media platforms are one of the best mediums to promote your business and encourage new custom. In addition to sociology, behavioral sciences, and general psychology of the targeted society, you further research specific customers regarding their interests and structure on social media. This equips you with more knowledge and understanding so that you are more prepared when it comes to the day of negotiation.
- Personalize the Conversation
Specific borderlines exist between informal tones and too formal tones when negotiating a sale. This is a business transaction and you must be respectful of the situation. Show that you have sufficiently studied your customers, understand them, and know their business and profession. Understand their needs and problems and raise them in your conversation if appropriate.
- Daily Planning
Always ensure to remember and keep appointments. Set up a calendar notification that reminds you of plenty of time before the appointment, for instance, Google calendar. Divide your day into small targets and appointments so that you can attend all entries and have time in between to prepare for the next event.
- Be Positive
Increased motivation, higher productivity, and improved physical health are among the benefits ensuing from positive thinking in sales. Take action only when you face a problem and find a way to alleviate it. Manage results, not justifications. Then you can celebrate your bigger successes.
- Time Management
Being organized does not only mean having a plan for the day and carrying out all tasks. It also refers to being organized and using time management tools during work and sales processes. Make sure that all your files are easily accessible and that communications involving sales, appointments, forecasts, and future research sources are easily available.
- Keep Customers Interested
Listen carefully. Instead of rambling descriptions about your product and services, give the customer a demo of your product so they can see for themselves how things work. Instead of talking too much, research their needs and be an active listener. Allow your customers to talk more to you, ask questions and discuss. Allow them to fill the gaps in conversation. Talk less, listen more.
Have your own specific experiences. Work hard and be creative in all matters and situations. Discover your own style. Everyone is different. Be yourself in the most natural way possible. It is very important to have your own style, your own personal signature in every process. Gradually you will become an exceptional person and even a more exceptional salesperson.