There are more than 40,000 people currently employed as sales representatives in New Zealand alone, making it one of the most common jobs in the country, according to the Ministry of Business, Innovations and Employment. However prevalent the position, this job is no easy feat, and being an effective sales representative doesn't come without its drawbacks.
With the help of Artisan Consulting, discover easy ways to help improve your sales performance.
1. Ditch the pitch
Although you both know that you're in a sales environment, your prospective customer doesn't want to feel like they're being sold to by someone reading from a one-size-fits-all sales pitch. The phrase 'sales pitch' often gives connotations of being dry, monotonal and pushy.
Therefore, don't be scared to ditch the pitch and inject a little real talk into your conversations instead. This will show your client that you are in fact human and you're genuinely interested in getting to know them and their needs, rather than seeing them as just another sale.
2. Know the product inside out
As a sales representative, you can't just possess a strong ability to sell, you must also be 100 per cent knowledgeable about what it is you're marketing. Nowadays, prospective customers have access to a wealth of information and won't fall for any distractive charm tactics.
You may find yourself talking to a client who is extremely informed of the product at hand, who may ask questions you didn't even think possible to be asked. Therefore, it's vital that you take the time to understand the ins and outs of the product. This way, you'll not only feel more confident in your own abilities, you'll also be prepared for every eventuality. Your knowledge should inform and impress, which in turn will gain their trust.
Nowadays, prospective customers have access to a wealth of information and won't fall for any distractive charm tactics.
3. Practise active listening
One of the hardest parts of sales is taking a backseat and listening to what the customer has to say, when in reality, you're itching to relay all of the exciting information you've memorised about the product in question.
However, showing that you're fully engaged provides deeper and more meaningful interactions. Not only will you earn the respect of your customer, you'll also collect valuable takeaways that will help elevate your product as the best option.
4. Understand that you'll meet varying personalities
As a sales representative, you're bound to interact with a wide variety of people. Each and every person will have different needs and requirements, and of course, unique personalities. The sooner you can identify the type of person you'll be attempting to sell to, the quicker you'll be able to adapt your sales approach and build rapport. You may come across those who are assertive and don't want their time wasted, those who prefer honesty and may take longer to make a decision or people who focus solely on facts and statistics, rather than emotional jargon.
Being able to read people is a vital skill for an effective sales person to possess. Without, you may find it difficult to establish a relationship with your prospective client, but also closing a sale.
5. Enlist the help of the experts
Even the most confident and competent sales person can benefit from a little extra coaching from time to time. If you want some fresh ideas and expert knowledge, enlist the help of Artisan Consulting. We specialise in delivering custom-built workshops for those looking to drive morale, boost revenue and make positive changes to the work team..
Our high impact strategies and vibrant personalities make our bespoke training workshops fun and engaging. Whatever your desired outcomes may be, our expert facilitators work closely with you to decipher the best possible solutions to reach these goals.
To find out more about what Artisan can do for you and your sales team, give us a call today and get ready to make a change for the better!