Achieving success as a salesperson can be satisfying and rewarding, yet it is also not a mountain you can expect to conquer based on raw talent alone; you need to form good habits and banish bad practices to maximize your impact in a sales role.
To that end, here are just a few of the changes you can make to follow in the footsteps of effective operators and take your career to the next level.
Develop personalized scripts to cater to specific clients
If you are feeding prospective customers a cookie-cutter script that is too generic to really connect with their individual needs and desires, your sales figures could stay stuck in the doldrums.
Conversely if you leverage the top performing scripts and personalize them so that they are relevant to the people you contact, you could see significant improvements in conversion rates.
You must also be comfortable with adapting on the fly to respond to the relevant requirements of a client, especially if it is obvious that sticking to the script will leave you in a worse position.
Establish goals and track progress
Every salesperson should have targets they want to hit, whether they are centrally mandated by the organization they work for or simply their own creation designed to give them loftier achievements to aim for.
This is all well and good, but you not only need a goal to strive towards, but also a game plan of how to achieve this and an understanding of the smaller milestones you will need to cross to make this a reality.
For example, if you want to make a certain number of sales each month, you also need to break this down and see how many you should be securing on a daily and weekly basis. That way you will be tracking your progress more closely and seeing whether you are exceeding expectations or falling short, so that you can make changes to adjust performance appropriately.
Know your product inside out
Whatever you are selling, you need to be intimately familiar with every aspect of the product so that you are in the best possible position to promote it to would-be buyers.
The very best salespeople will not only have an understanding of the positive aspects of the product, but also any drawbacks so that they can field customer questions effectively, honestly and without hesitation.
Broaden your horizons
While your main focus during the working day may be on sales, it is definitely helpful to have an open and enquiring mind outside of the office. Life-long learning is not just individually enriching and advantageous in social situations, but can actually help you become a better salesperson.
So much of sales is about personal interactions, and over time you will want to build firm relationships with clients that are based on more than just buying and selling. Being well-rounded and eager to learn will help with this.
Finally, remember that all sales experience is useful and you can learn from your mistakes more easily than you can from your successes.