We were hired to sell a product or service. We have an obligation to always be learning, handle objections, share techniques that work, assist to train others, be customer-centric, and strive to close sales. The best salespeople do this and love the challenge.
- Planning and preparation is always on top of my list. It involves researching our customers, our competition and knowing about our buyers before we even meet them. This is the skill of anticipating potential objections and being ready to respond before we even approach the presentation stage of the sales process. Next comes know your product or service, seems like an automatic. However you have to fully know the strengths and weaknesses of your product or service along with the questions that might arise about them.
You should never be surprised or unaware. Close the sale and deliver on your promise are two critical skills that separate the average sales person from the exceptional one. After you've answered the buyers questions and overcome any objections, you need to know when it's time to ask for the business. It then becomes essential that you deliver on everything you discussed and agreed to provide to the customer. Next comes communicate and report back to others, which is one of our weaker skills that I've seen for many of us.
We need to share successes, how we've overcome obstacles, and review feedback we're getting from buyers. This is done with diligent use of our CRMs or other communication tools. The techniques we've used with our buyers to handle objections can help another sales person in the future. And finally, always be learning is more than just a phrase. If you are selling, handling objections or closing sales in the same way you did five years ago or even last year, then you're not staying on top of your game.
Whether you're brand new to sales or someone with years under their belt, like me, you always have to be learning and improving your sales skills. We all have an obligation to continually improve ourselves with these five responsibilities I just reviewed. They are also key factors to enhancing our credibility and establishing a positive reputation with our buyers. Handling objections isn't easy but by mastering these skills it puts the best sales people in a position to face the challenge and to overcome them.