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I personally know some super star sales persons who really do well when it comes to selling stuff. I observed them and saw them work. I even worked with a few of them notwithstanding those who directly try to sell stuff to me. There are common characteristics every sales person displays and I thought I should put my observations here for your benefit. Here they go:
There are no sales; there can only be recommendations: There is no such thing as sales. You can’t push anyone to buy anything just because you are in business and you need to get things sold to make money. Your chances of sales are better when your prospects trust you or like you. Never push anything; you won’t go anywhere with that kind of approach.
Customers’ needs come first: Before recommending products or services, you will first need to determine the customers’ needs. Ask first, recommend later. There is no point in trying to sell a mansion to a customer who can only afford a modest dwelling.
Never forget about the fact that it is always a numbers game: No matter how well you develop rapport and how many relationships you seem to be making, it is always a game of numbers. The more people you speak to, the more sales you will make. Never get complacent with a particular sales activity level or any cold-calling routine.
Cold-calling isn’t easy, but for those who stretch and do it regardless, it can be very rewarding. Do you have any tips for doing cold—calls even better? Did you ever do it? How were your experiences?
