Becoming a great salesperson is not as easy as some might think. 20% of the salespeople in the world make 80% of the money, while the other 80% share the remaining 20% of the money.
What is the difference?
Most salespeople try to steer their customer towards whatever product they are promoting.
Successful salespeople do it the other way round. They find a product that suits the customer, meeting a need or desire the customer has identified.
Great salespeople always try to over-deliver - to provide something that not only meets, but actually exceeds their customers' expectations.
How do you do that?
First you need to find out what they want or need. You do this by listening to them, and asking probing questions. Only when you know what they want can you decide which product is most appropriate. Then to over-deliver, you need to avoid the temptation to over-sell your product.
Another thing great salespeople do is 'sell the sizzle, not the steak'. More people will buy a steak if they see it being cooked to perfection than if they just see a slab of meat on a plate. But a word of caution here; even though you are selling the sizzle, make sure you deliver the steak! Happy customers may become repeat customers. Unhappy customers will not. And the first sale to a customer is the hardest one to make.
Hope this helps.
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Becoming a great salesperson is not as easy as some might think. 20% of the salespeople in the world make 80% of the money, while the other 80% share the remaining 20% of the money.
What is the difference?
Most salespeople try to steer their customer towards whatever product they are promoting.
Successful salespeople do it the other way round. They find a product that suits the customer, meeting a need or desire the customer has identified.
Great salespeople
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