Sales executives, both newbies and pros, can use a refresher on what it takes to excel at your job. Although the focus and intent of the role is to actually sell, there are plenty of other things that go into the closure of a sale. The list below highlights some of the most important things to consider in order to be successful.
Know the client
Landing a great sale requires quite a bit of homework. Before going out on any meeting or call, you need to know as much as you can about the company and contact you are meeting. There are two reasons for this, with the first being the advantage it gives you. Knowing how a business operates and what they stand for, you will have an idea just how your service or product aligns and adds value to their company. The second part comes from knowing what questions to ask. Asking intelligent questions about their business shows your attention to detail and gives you a better overall picture of the company.
Don’t be afraid of rejection
Rejection will happen. It’s a pretty big part of all sales jobs. There are many reasons a prospective client can turn you down. The timing might not be right for the company or they may not have it in the budget. It may feel devastating to get a hard no from a qualified lead, but you have to remember to get back up and keep trying. There will be surprises along the way. You may go into a meeting prepared for rejection and end up walking out with a closed sale.
In the world of business everyone is on a tight schedule. Be aware and extremely respectful of that. Show up to meetings on time and prepared. Doing so will set the meeting off on the right foot and show your client how valuable their time really is to you.
Know your product
Know your product inside and out. You are going to receive questions about how your product or service will change their business for the better. Always be prepared to answer these questions backed up by hard facts. Additionally, if your particular product or service is new to the client, they will want to be educated on the ins and outs of what you’re bringing to the table. Be ready to talk about what you’re offering with knowledge and expertise. It will go a long way.
Great salespeople do not rely on tricks or gimmicks to get the job done. To be a great sales executive, you need to be knowledgeable, respectful, and genuine. Clients are not just buying your product or service – they are buying into you. Show them they are making the right decision and success will follow.