By Ruoro Kairu
There is no such thing as a born salesman. Successful salespeople make it look easy to sell, but in the real sense, they have put time and effort into learning how to become better salespeople.
Janet, a close friend of mine went for an interview in January. She had just cleared her diploma and was looking for a sales job.
The interview was going great until she was given one request. The interviewer asked her to sell him a pen.
‘Sell me this pen’ is a popular question for many sales positions.
Janet got nervous and kept quiet for a few minutes. When the interviewer repeated the instruction, she said she did not know how to. As she walked out of the interview room, she knew she had not gotten the job.
Are you in a similar situation? Are you a recent graduate finding it hard to link what you were taught in school with what is in the job market?
You’re not alone. There are countless salespeople who are struggling at selling. Some of them graduated top of the class.
The reason why you’re finding it hard to become the best salesperson fresh out of school is what you’re taught is mostly theory. However, the practical bit –which is what you really need, is rarely taught or practiced in schools.
In a bid to help Janet, I spoke to Chris. Chris is a salesperson for a real estate company. He has been working in the company for three years now. In these three years, he has been selected best salesman two years running.
Chris, however, admits when he started, he was just like Janet. He found a great disconnect between what he had learned, and what he was facing.
How did Chris overcome the challenges to become a successful salesperson? Here are two of the greatest lessons he has learned along his sales journey.
1. Learning to prospect
How do you decide who you’re selling to? When you’re new to the sales industry, you might be tempted to talk to everyone and get them to buy what you’re selling. This, however, will not only work against you, but it’ll also be very tiresome.
Take selling motor insurance, for example. You can’t go asking everyone you meet on the road if they would like to purchase insurance for their car. For this example, you start by looking at the people you know have cars, or would be in a position to buy the product.
To be a successful salesperson, you need to know who your customer is, and sell to them, not just everybody.
2. Making persuasive presentations
Chris says how you present your product to a customer will largely determine whether they buy it or not.
“Sometimes, you’ll find yourself buying a product that is more pricy than other brands. Why? Because of the way it’s been presented.” says Chris.
As a salesperson, you’ll need to learn how to present your products or services in a way that the customer will want to buy. Focus on how the product can help better their lives or ease a burden they have.
At last, your objective as a salesperson is to make a sale. If you do not sell effectively, you won’t be successful as Chris and other great salespeople. If you do, however, sell your products effectively, you’ll end up being successful and admired by other salespeople.
How can you gain the practical lessons that will help you with sales? Join the free sales training that will equip you with the lessons that Chris learned, and other practical lessons to help boost your career.
NB: Due to the high number of applications we’re getting, we’re going to shortlist and if you’re qualified and match the guidelines, we’ll contact you with further information.