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| *Ostroff, Fair and Company>>>Marketing & Sales |
Question about sales and youth.? |
I have been in a face to face sales environment for about two years now. It has a short sales cycle, lasting only about a minute or two from customer to customer. I am going to school for marketing and have taken a sales class. I have been offered a job to do marketing and sales, sales that will require me to do calls to corporations around the area. As far as sales are concerned and my people skills, I have no problem meeting people and feeling comfortable. I do however understand that my youth, coupled with my young looking face(22 years old) can make my job a little more difficult. I am a confident kid, but I was wondering if anyone has advice for the situation I am in. I haven't done sales calls and will be speaking to corporations and most likely corporate management. I'm not scared, but understand the challenge. Any tips? i can sort of relate.. being young can create some challenges when it comes crossing that age barrier some people put up... one thing that has helped me was utilizing the creditability of some of the people i was working with maybe someone in senior decision making positions.. how i did that was like mentioning different guys that have been with the company awhile that were helping me... make sure to make a great first impression find out who you are sitting down with in advance... set them at ease alittle bit, ask questions be sincerely interested don't try to impress with better stories just ask more questions... Be bold but not cocky... direct eye contact is essential... firm handshake... dress sharp and shirt, tie, jacket, i try to dress one level higher then the person sit down with... but ultimately.. you will do a great job.. good luck Know your product and have confidence in the fact that you know it-be able to answer any question at any time without hesitation. Study self improvement like your life depended on it-John Maxwell and Tom Hopkins are great leaders. Study people every chance you get-learn to read voices and take cues from their responses. Learn to control a conversation-be able to guide the person into the direction you want them to go without them thinking you are pushy. This last one has guided me the most these past years both in business and in personal situations-SHE WHO SPEAKS FIRST LOSES! What this means is to keep you mouth shut when it comes time for clients to make "money decisions." Often, there will be an uncomfortable silence after you deliver the closing line. Always use this silence to your advantage-they will always speak first because they are nervous and 9 times out of 10 they will speak what you want them to say-this will be your deal making window. I have watched many a sale go by with colleagues who try to fill in that uncomfortable silence with chatter-that just gives the client a chance to back out. Be tough and get some thick skin-sales can be brutal but the financial payoff is awesome! 10 years in sales with a nice fat income (and a good reputation as well)! I started making sales calls to companies at age 16 and know what you are facing. Here are a few suggestions: - When working, always dress well in conservative business clothing. This does a lot to offset the age factor. - Watch what you say - avoid using the slang words that you might use when you are out drinking with your buddies. ("awesome", "sweet", "dude", etc....) -Become an expert in your product. Read, eat, sleep and breathe the subject matter until you know it inside and out. -Learn who your competitors are and the strengths and weaknesses of their products. -Always keep your commitments. Be on time for appointments, always follow-through as promised. There are no good excuses; only excuses. -Don't lie or bluff; if you don't know the answer to a client's question, say so, but promise to find out and get back to them. Good luck and enjoy it. (Now I'm at the other end of the spectrum, and wondering how to make sales considering I look so damn old... :-) Look if you are professional (both dressed and attitude)confident, know your product and have a great answer to peoples questions, you'll be fine. Always listen to people and what they want, if you don't have what they want, offer an alternative that is just as good. People see past the age thing if you know what the hell you are talking about. Don't let anyone intimidate you be always be polite but tough , don't ever be pushy or cocky either. Never be afraid to ask for Money. and do not ever negotiate for the client. One of the first people that responded to your question is absolutley right about whoever speaks first loses. Once you ask for an amount let them make the next move not you. No matter how awkward it gets. But yeah to wrap it up it's all about confidence and how you carry yourself. Your age should not matter at all I am only 24 and have been in sales since I was 19. It's something you should practice so it comes naturally at the moment. Oh yeah you better get some tough skin though or you won't survive if you are too sensitive. Hope this helped. 5 years experience |
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