As part of his work as the Director of New Business Development at Wallis Printing Company, Sanders Wallis is responsible for creating and coordinating marketing and sales strategies. Part of this work involves ensuring that all new sales hires receive the training that they need in order to perform their jobs effectively. There are a number of things that new salespeople should keep in mind when they start new roles, including all of the following.
Watch And Learn
As a new salesperson, it is unlikely that you have developed the skills that you need to succeed to the same standard as those who have more experience. As such, it is crucial that you learn as much as possible as quickly as you can. One of the best ways to do this is to observe those who have been working with the company for a number of years. This will give you a better idea of the various sales techniques that fellow professionals employ, while also allowing you to gain an understanding of the level of product knowledge that you will need and how you are expected to conduct yourself when speaking to potential clients.
When you start interacting directly with your customers, it is crucial that you don’t fall into the trap of trying to dictate to the people that you speak to. This can make the customer feel pressured, which often results in sales falling through. Instead, take the time to listen and invest in creating a relationship with the client. This will allow you to discover what the customer actually needs, so that you can tailor your sales pitch to account for this requirement. Once you have proven that your product serves a need, the chances of making a sale increase enormously.
There are few things worse for new salespeople than getting asked questions that they don’t know the answers to. This happens to everybody at some point or another, but that doesn’t make it any less vital that you learn everything you can about your product and company. You should look to improve your knowledge base constantly, to the point where you are an expert in the product that you are selling.
Learn To Handle Rejection
Even the most experienced salespeople have to handle rejection on a near-daily basis. Sanders Wallis notes that this is just one of the hazards of the job, so it is crucial for those who want to experience long-term success to develop the proper coping mechanisms required to handle rejection. Don’t become too emotionally attached to your leads, as this makes it all the more upsetting if they don’t convert. Instead, look at your failures as learning opportunities that will serve you well in later efforts.