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| *Ostroff, Fair and Company>>>Marketing & Sales |
Is the following a true factor to being top in sales? |
I think to be a great sales person you need to know your product inside out. You need to be able to answer all objections concerning your product. You need to know the proper steps to a close. But most important you must know how to prospect. Knowing all these things verbatim permits you to know how to touch the right buttons to close the sale. So what is left? The desire to do it all and reach the top... I think you hit the nail on the head, you're absolutely right in everything you say but I can go one further: Not only should you know your product inside and out so you can answer questions about it but you should also sell a product that you believe in. For example, I can sell beer and answer questions about hopps, barley and yeast, but I don't like beer. However I love milk and if I were trying to sell milk I believe that my love for milk would emit as passion and belief in my product. Beer and milk are silly examples but the point is the same regardless of the product. When a salesman not only knows his or her product but believes in it, that belief is a reassurance to the potential buyer, and perhaps what will convince them to close the sale, not the door. There is more to selling than knowing your product/company. The number one rule is to know your customer's NEEDS/WANTS/personality! I suggest reading "The Little Red Book of Selling". It is a great book and get you on the right track to becoming a successful salesman. http://labusinesskid.com You have the right idea about what it takes to be a top sales person. Besides knowing your product(s) inside and out, don't forget that knowing about your competitors is just as important. Although knowing how to prospect is very important, it is not the most important thing. I will vote for relationship-building (and maintaining it) as the most important in sales. It is a proven fact that people generally buy from people they like. Also, passion and persistence are key, but don't be a pest. Good luck! Many years in Pharmaceutical Sales. Multiple years top performance award winner. You seem to understand one of the key elements of sales success. Product knowledge is a very useful tool. However, there are more factors that come into play. You must be a good listener. Be able to grasp what the customer's objections are, then use your knowledge to overcome them. Tenacity is key. No successful salesman became that way by giving up easily. Finally, it really helps if you have a passion for what you're selling. Maybe you do, maybe you don't. If you don't, you can still make this position work in the short term, but selling something you're passionate about will bring you a more rewarding career. Good luck. You're definitely on the right track! A decade in sales. 5 years selling something I love. |
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