Before he advanced to the role of Director of New Business Development at Wallis Printing Company, Sanders Wallis worked as the Account Executive for the company. During this time he received a bonus for making the largest number of sales, demonstrating that he has what it takes to work in the sector. Sanders has noticed that many of the best salespeople share a number of similar traits, including all of the following.
If you are not confident in yourself, your delivery or your knowledge of the product, you are going to struggle to make any sales. The people you speak to expect you to be an expert when it comes to whatever you are trying to sell, so you need to be able to convey this attitude at all times. Work on what messages you want to convey to your customers and keep a close eye on your body language and vocal delivery so they don’t betray nervousness.
Every salesperson who has gone into the job thinking that a single sales technique is enough to get the job done has found themselves struggling. Those who succeed in the profession recognize that they need to adapt their strategy based on the person they are talking to and the product they are selling. You should be able to consider every aspect of your sales technique before attempting to deliver it, adapting it as needed in the process.
Sanders Wallis notes that sales is as much about the relationship the salesperson builds with their potential client as it is about the product they are selling. People like to buy from companies that can be trusted, so you need to spend a little bit of time building the relationship you have with the client, helping them to understand more about what the company does and answering any questions that they might have.