kickstart your sales career

If you are new to sales or are considering a career in sales, there are a few guidelines that will help get you started. I understand that there are thousands of workshops, books, experts, etc. on the market today that will help you succeed in sales. My goal with this article to provide you with some guidance that will help you hit the ground running. As you experience success and want more advanced advice, there is plenty available.1. Listen to the prospect. Yes, this seems obvious but it is actually difficult to do when you are in the heat of conversation. Your gut reaction is probably to talk the person to a yes. You want to show how great the product is, read customer testimonials, had out brochures....STOP! Ask questions that allow the prospect to tell you what they want and pay attention. When they answer, they are telling you exactly what they want and how to close the deal.2. Solve Their Problems. If you listened well as I explained above, you should know what problems your prospect is facing. Your role now becomes problem solver. By creating a solution to their problems with your products, you provide real value to the prospect and are no longer an everyday salesperson. You are now a trusted business partner.3. Acknowledge The Prospect's Objections. You do not have to agree with every statement a prospect makes, but by acknowledging their objections you can turn those into reason to buy. For example, if you have a minimum order quantity and the prospect says he cannot order that much product, find out why. Try something like "I understand that order quantity is an issue, what is the reason?" If the prospect tells you he doesn't have the room, or doesn't want to commit that much at this time, or whatever reason, you now have more information to work with. So you can respond with "I see that space is an issue. What if I could get my shipping department to send that order in 3 shipments over the next few weeks. Would that help with your space constraints?" Don't give up on a sale based on an initial objection. Find a way to work with your prospect so you both win.4. Ask for the Order. I have not met many prospects that freely throw money at sales reps. Once you have listened, shown how you solve their problems and have overcome objections, you must ask for the sale. My preference is to review the information including objections and close with a statement like "Since we agree my products are a good fit, there's really nothing left to do but finalize the paperwork." I like to reassure the prospect that we have covered everything needed to work together.I hope you take these tips to heart, especially if you are struggling with your first sales job. Keep practicing and learning if you want to be a top performing sales superstar!

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