Sales & Marketing Authority, Bestselling Author & Business Motivational Speaker

So you have finally decided to settle down and act like a professional salesperson? Congratulations!

I’ve found, over time, that there are 10 key points that every professional salesperson needs to remember and focus on. If you can follow these 10 simple rules you’ll find yourself becoming more and more successful as you grow. So what are they?

1. Sell yourself. Your prospects need to trust you just as much as they need to believe in your product. Sell yourself and your abilities first. Build rappaport and trust. The sale will follow.
2. Ask genuine questions and listen to the answers. Many salesmen ask questions to hear themselves talk and then think about what they want to say next instead of listening to the answer. This is a terrible way to do business and you may really miss out on some important key points that might aid your sale.
3. While the features of a product are important, they’re only worthwhile if your prospect can understand how those features will benefit him. Be complex in your descriptions and make sure they understand not only why your product is superior, but why they need it.
4. Sell results. This relates to benefits. What benefit will your prospect get from buying your product and how will it impact his bottom line (results, sales, effectiveness, etc).
5. Never rely on logic alone when attempting to make a sale. Everyone has a different opinion of what logic is, especially when it comes to how they run their business. Be prepared for anything your prospect puts on the table and don’t argue with him.
6. Know your product and those of your competitors, but don’t overwhelm your prospect. Only give him the information about competitors products that he needs or asks for.
7. Know your Unique Selling Points inside and out.
8. Don’t get caught up in a price war. You may have some wiggle room when it comes to adjusting your price, but make these adjustments the exception and not the rule.
9. Don’t just talk about your product. Show your product.
10. Never, ever speak of your competition in a degrading manner. Your prospect may still have close ties with the competition and, really, it’s simply unprofessional. Your job is to prove that your product is better without knocking the competition on a personal level.

Begin thinking about these rules as you prepare your upcoming sales presentations? Are you ready to address each of these key points? If not, do a little more research. The better prepared you are the higher your chances of success.

Sean

Sales Expert - Marketing Consultant – Motivational Speaker