So you’ve made it…your sales are high and your superiors are happy. But how do you take them to the next level? How do you keep increasing those sales without plateauing? These are genuine concerns we hear from a number of clients so here are our top tips on becoming a sales leader.
Not only is this a good life lesson, but it is instrumental in ensuring your sales success. The very best salesmen and women know their strengths and weaknesses and use them to their advantage. Now, there are plenty of personality tests you can take which will claim to categorise you and pinpoint your precise personality. However, the one which we have found to be the most effective is undoubtedly the Hogan test and we really would encourage you to try it. Designed specifically to improve workplace performance and with some fantastically thorough assessments it should help you improve your self awareness and help you become a far better salesperson.
This can, often, feel a little cringe and even a little forced. However, it is an incredibly powerful tool when developing your sales and skills. Ask one of your friends or family who is a budding thespian, but currently working as an accountant, to pretend to be a difficult client and see how you would react. Keep trying until you feel you have perfected the scenario and then move on. Trust us role playing is far more useful than reading all the business books in the world.
Fake it till you make it
You may not yet be one of the best salespeople on your team, but there is no need for the client to know that. Without being overconfident or arrogant, which can be an inordinately difficult balance in sales – make sure your clothes are in line with your service and your language matches that of your client – essentially learn the subtle art of looking confident even if you are, quite literally, quaking in your boots. Trust us, it will make all the difference.
Sell emotions not products
We have touched on this in a previous blog, but consumers make purchases for two reasons: to avoid pain or to gain pleasure. So you need to find a way to appeal to those most basic and core emotions without sounding self-aggrandising or despondent. It doesn’t matter that the computer has 46 pixels and a speed of 10K ram – how does this help the consumer carry out their work better? How does it make them feel better? Use clear and emotive language to describe these products and you are onto a winner.
Develop a positive self-image
You really do never get a second chance to make a first impression so make it count. And the best way we know to do that is to believe in yourself. So if you do struggle with confidence or lack self-belief, which is a challenge often faced by the newly graduated, due not to their inability but unpreparedness for “real life,” look in the mirror and remind yourself of all your good and positive attributes. Again, it may sound trite and a little forced, but even a little of this goes a long way.