Sales is not a gift, it is preparation and knowledge. Anyone who has the desire can be a great sales professional. Along with the desire to sell, come the actions that I will go over below.
Knowing what needs to be done will save you time and make the steps of each phase of the sale faster and more profitable, and most importantly, you will make fewer mistakes.
1° Take courses and seek knowledge
Don’t start without first completing good sales training. It’s important to know the techniques for making a good approach, how to ask the right questions at the right time, and how to behave with the customer.
There are people who start working in sales because they have no other options. They ppc campaigns … it even has seo features up losing their jobs and the only opportunity that comes up is as a salesperson.
Sales is about studying and learning on a daily basis. Just like in other professions, studying must always be a part of sales. The difference is that a doctor or engineer cannot practice their profession without having studied and proving their qualifications.
In sales, you can even act as a salesperson, but negative results will sooner or later appear if you are not prepared.
Take courses, read books about sales and persuasion. Attend events and lectures. This should never stop.
2. Study your market niche
It doesn’t matter what segment you’re going to work in. You need to know your who is a social media manager and what does he do as well or better than your customer.
If you sell to companies (B2B), you need to be aware of the market and your client’s competition. What are the main needs of the companies you will serve?
Read Also: What is a Market Niche
You also need to know who your competitors are and what their profiles are, what they do well and what they do badly.
What advantages do customers have when buying from them?
It is common when someone starts in sales to focus too much on their company and product line and end up forgetting to look at the competition.
By knowing your market niche, you can also enrich your company with information. You will contribute to the marketing department by providing important details about the market when creating new promotions.
The market looks favorably on highly trained professionals who know more than just their products. They dominate the market.
This is extremely valuable, so study your niche market before you even start working in sales.
3° Know your target audience
You won’t sell to everyone. Don’t fall into the trap of thinking that your product is for everyone.
One of the mistakes that most often tw list down new sales professionals is the lack of focus on the target audience. Those who shoot in all directions may run out of ammunition before they reach their target. If you don’t know who your target audience is at the beginning, choose a profile and analyze the results that this will generate.
Make adjustments along the way until you find the right audience.
If you are going to work with health plans, for example:
Do you sell to companies or individuals?
If you sell to companies, what segment do these companies operate in?
They are industries with at least 100 employees and more than 15 years of activity…
And so it goes.
Knowing your audience will help you create good scripts and it will be easier to create success stories and build your own client portfolio. I gave the example of a health plan, but it applies to any type of sale.
4° Look for the best tools
The best salesperson is not the one who works the most, it’s the one who works the best all the time.
You have to be productive and for that it is important to have tools that help you in your day to day life. We live in the best of times for those who work in sales.
There have never been so many tools, there has never been so much information available, whether in the form of content or information about customer behavior.