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What are the most important tips for a novice sales employee to optimally prepare him or her for the profession? In this blog we list 5 important practical tips.
As a seller you would like to sell your product or service. You want to show how good your offer is and that the service you provide is of top quality. However, everyone says this. In the time that the internet has become crucial in your customer's orientation process, the role of a salesperson has changed enormously. Customers are often not interested in what you can and cannot do. They are looking for something that will really make a difference in their organization. They are not looking for products or services, but for a solution. Instead of focusing on your product, you should focus on the difference your company can make for the customer. You are an advisor, no longer purely a salesperson.
Like new sales professional It goes without saying that you want to get started as quickly as possible to make progress. You probably want to work with as many clients as possible and win as many deals as possible. But it is precisely this urge to move forward quickly that can sometimes make it difficult for you as a beginner. Selling comes down to trust. And you have to gain trust before you can think about a sale. We already described how to create this trust in one of our previous ones Blogs. The faster you want to push everything through, the more resistance the customer will (usually) offer. Due to your speed, there is a good chance that you will overlook information. The customer may then come up with objections to which you do not have a suitable answer. This could cost you dearly! Therefore, take it easy and make several appointments in which you discuss different information with your customers. You will notice that nothing will escape your notice and that your performance will improve. Maintaining patience is one of the hardest parts of the job. With enthusiasm there is a great danger that you want to go too fast, which is very dangerous.
Research is perhaps the most important aspect of your entire career. The cliché that preparation is half the battle may seem exaggerated, but it contains a grain of truth. Especially for the profession of salesman. If you tell every prospect the same story, there is little chance that people will really become interested in your product or service. Preparation is also an area where the novice salesperson can make a difference. Experienced professionals sometimes believe that with all their experience they need less preparation. That may be partly true, but it is dangerous and therefore an opportunity for starters in the profession. So always prepare your sales conversations well. Search online for information about the company, view relevant social media profiles and search for information about your contacts via Linkedin, Twitter and Facebook. In addition, think in advance about how you can help the customer with your organization's products and services.
On average, it takes about 7 to 10 contacts and contact moments before you sit down with the people who make the decisions within the company. Most people give up after about 4-5 contact moments. This is where your perseverance comes into play. A salesperson must have undying patience and iron discipline. As a seller you have to be persistent and get stuck into a case like a pit bull. Never give up and keep thinking about the end result. The satisfaction of winning large customers is priceless, you have to do a lot for it.
Your contacts ultimately determine whether you get a job or not. No matter how good you are or how great your offering is, it largely depends on others. It is therefore very important to know your opponent well. What kind of person are you dealing with? We previously wrote an extensive article about the leitmotifs from your conversation partner. So try to find out at an early stage what the buyer's main motive is, so that you can respond to it.
Are you a novice seller? Busy building experience? Then in addition to these tips, you can also contact Kenneth Smit for one training Expert in Sales Basics.