SAFC Expands Continuous Flow Capabilities for Research and Commercial Scale Wall Street Journal Additionally, this technique may aid customers in achieving process control, while helping to eliminate batch failures and minimize risks associated...
I have always believed that becoming a successful sales person requires learning how to sell yourself first. This is because buyers “buy into” the seller initially before they do the product or service.Sell the company’s reputation. This helps establish credibility for oneself particularly if the company name is a familiar brand name. Being associated with a reputable firm erases doubts about doing future business with a stranger.Successful sales people believe in what they are selling. An excellent sales person is one hundred percent convinced about the product or service he is carrying. The sales person believes that it is the best value of its kind. It is an added advantage for the salesperson to show and let prospects know he is using the same product or service.Turn positive thinking into realistic thinking. Believe that one can sell to every prospect. Remove any form of negative thinking.Visualize. Picture one’s self, completing the sale, the client signing the order form and handing over a check payment. Remember, what is visualized becomes reality.Create a winning self-image. A positive self-image influences other people believe to believe in you.Preparedness. Know everything about the product, company and competition. This helps create confidence during the presentation and negotiation while stirring a positive self-image. Being unprepared can only create feelings of distraction, anxiety, and guilt leading to a poor self-image, and a waste of valuable client time.Create an appearance of success. Look professional. A professional appearance goes beyond clothing. It covers the entire spectrum of office design and space, transportation, etc.Make the prospect feel important. Let the customer feel the sales person’s sincerity. When a prospect feels important, he is likely to give the business to the caring salesperson even if that sales person’s proposal was originally a second or third option.Sell on your own turf. Invite customers to your office if this is an option. Use the office venue to sell one’s self subtly. For example, walk the customer through the office space and walls lined with framed pictures of citations, newspapers and articles, etc. acknowledging your firm’s accomplishments and good reputation.Bring a sense of humor to the sales presentation. Nonetheless, use humor at the right time to relax and make the prospect feel comfortable. Use humor wisely, with a lot of discretion and caution, as well as good taste.Allocate a budget for gifts. Give prospects and customers relatively inexpensive gifts to make them feel how important they are.Be sincere and honest. Make clients feel that one can be trusted. Do not make promises that cannot be kept. Avoid false flattery. Visual signs of sincerity include establishing eye contact when speaking to prospects as well as listening while giving them a complete, undivided attention. Ensure that you only sell what the customer really needs.Make the customer feel good about the entire transaction. Make a Win-Win transaction. Do not make too much of a profitable deal that the client would not want to engage in repeat business. Focus on customer’s actual needs!
Recognize that you are your company’s number one product. Salespeople must learn to make a difference with the prospect. It is important that potential customers like and believe in the sales person first.
It is important that both veteran and rookie salespeople go through this "Not-So-Sweet 16" list to identify which habits have been hindering their new business success. Happy Selling!!