7 Habits to Succeed in the Sales Profession
The sale of products or services is the basis of your company's operations. It is through sales that your company earns revenue. However, being profitable will depend on several factors, such as cost management, market share and the quality of your product/service.
It is of utmost importance that your products or services are profitable, as they will have the capacity to generate enough profit for your organization: for example, a business is profitable when it generates more income than expenses. And a service is profitable as long as the economic benefits it brings you are sufficiently higher than the expenses it generates.
Being part of the sales team, your work is crucial to boost profitability, however, you can often run into problems that prevent you from carrying out the sales process efficiently, problems ranging from not having a strategic business plan, to not having a formalized business process or not building customer loyalty. Falling into these types of mistakes is common, but they can be prevented or avoided, something that will undoubtedly help you as a salesperson is building habits.
Habits go hand in hand with the sales process. Since these are applied and are the means for you to reach the sales close. They have become an infallible tool and have been widely used for a long time. Undoubtedly they are of great help to succeed in the sales profession.
With the application of the following habits, you will undoubtedly be the best in this field, you will achieve sales closings and you will not "escape" a single client:
1. Master your Product/Service
You must know everything about the product/service you are offering.
Use it! Show it! Know it!
2. Profile your Customer
Know your ideal customer and try to find out what they expect from you, your product and your company.
Don't spend time on customers who are not qualified to buy your product/service, be smart at prospecting!
3. Process is Important
Countless studies have proven that a customized sales process will help you sell more consistently.
You will achieve optimal results and increase the efficiency of your sales processes, as well as obtain predictable results through your strategic planning.
4. Perfect your Presentation
Learn how to give a compelling presentation that leads your customer to the obvious conclusion that you are the right choice.
To do this it is vital that you align your product or service to your customer's need by letting them know that you will provide a complete experience for them, putting yourself in their shoes and listening to them.
5. Push your Sales
Customers will always come up with reasons to delay or postpone the purchase and stop the sale. The best salespeople always keep pushing the sale forward, so put it into practice.
You can "push your customers" to the sale by directing them to the channels with incentives that your organization has for them, in order to motivate your prospects or customers to the product or service you are offering them.
6. Convince with product/service value, not price.
As a salesperson, you may be one of the new differentiators in the sales profession. Knowing how to demonstrate and quantify the value of something is the new crucial skill in sales. Getting customers by offering discounts or undercutting the competition is not a good strategy because it will only hurt your organization's revenue and profits.
Instead, when you offer a value proposition that really responds to your customer's need, it is easier to differentiate yourself from the competition and even your customer will not even care or think about the price.
7. Discipline
Be organized, manage your time well, control your state of mind and think positively.
This will help you develop your talents, skills and practice self-restraint and self-control in the sales profession.