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7 things a sales professional needs to do in order to be successful



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7 things a sales professional needs to do in order to be successful

There are 7 main things that you will need to learn in order to be the best sales professional possible.  Being a good sales professional is ok, but being a successful one is even better.  You'll need to develop some key habits before you can start seeing the success rolling in.  These key habits are going to increase many things when it comes to making more money for yourself and the business you're working for or own.

Below I'll be discussing the 7 key things you'll need to focus on and fine tune before you can start to see your success starts to roll in.


1. Finding the ideal customer
Prospecting is the act of searching for something no matter how difficult it is (my definition lol).  You will need to be searching for the ideal customer from sun rise to sun set.  I would say that 80% of your day will be prospecting new customers, and not just any customer at that, they ideal customer.  If you have some downtime, you're not searching for the ideal customer enough during your day and need to increase your search times.

2. Building relationships
No matter what you're selling whether it be a house, car or a toy, you'll need to build up the trust between you and the potential client.  By building up the trust, you're building a relationship that could last longer than you actually want to be working.  The best of the best in sales will take as long as they need in order to build trust with a client.  They don't care if it takes a few days or a few months, they will be there to answer any questions and build that relationship to the point where the client comes back time and time again and even refers his or her friends.

If the customer trusts you, the details of the sale will be secondary.  If the customer has a neutral opinion of you, or even a negative one, the details of the sale will be like road blocks stopping you whenever you get any momentum.  So by increasing the trust and building a relationship with your clients, you will speed up the sales process 7 things a sales professional needs to do in order to be successful


3. Identifying the needs of your clients
If you can master this, you will be able to close more sales over night.  If you can identify the needs of a client, you can solve it easily and increase the chances of a sale.  Let's say you're selling cable subscriptions and you get someone on the phone who says "We're not interested" are you just going to hang up?  If you're a good sales man you will keep them on the line and figure out what type of plan they currently have, and then you can pitch them a better one at a lower price as well as free installation 7 things a sales professional needs to do in order to be successful  They will likely get intrigued and ask you some questions about the service.  If you can fill a need of the client, in this case you're saving them money on something better than they already have, you can get them to sign up with you.


4. Be persuasive in your presentation
If you can persuade the client to see why they need to be with you instead of your competitor, they will likely switch over.  Now you can't just push them around saying that you're better and what they currently use is garbage.  This is because the client chose what they thought was right and now you're bashing it.  You'll basically be saying "Your decision was dumb!" and that never ends well.  You'll need to talk in a way that sets off light bulbs in the persons brain and makes them understand why you're the better option. 


5. Answer any objections thoroughly and with confidence
This stage is something that has to be learned over time because not everyone will have confidence.  I know that I've gotten put under a magnifying glass at some points and the potential client hit me with some questions out of left field, but I kept my composure and answered them thoroughly so they client got a better understanding of what they were inquiring about.  Some of the best sales people have their go to answers to an objection, which you'll also learn over time after you go through a couple hundred calls or emails lol 7 things a sales professional needs to do in order to be successful  Refine your responses over time and I'm sure you'll see an increase in sales 7 things a sales professional needs to do in order to be successful


6. Ask them for a decision
This step is where you start to usually get nervous, but you can't show it.  You're going to be asking the client to make a decision on your product or service in exchange for money.  You need to stay confident and never crack at this stage.  You know what your product or service is worth and you need to pitch that price to them, if they don't bite, oh well move on (sort of).  After about a week I like to email the prospect and see if I can get them in at a slightly lower fee per month or per item and it works more times than you would think.

Some of the best sales people will plan their closing statements in advance, before they even talk to the potential client.  They will listen for specific signals in the clients tone of voice, their wording or how they're acting over the phone or in person.  If there are any sort of lingering objections that you can sense, try to get them out of the way before you ask for a decision.  If there aren't any objections the prospect is thinking about, there's an increased chance of getting the sale.


7. Asking for clients to send referrals
One of the best ways to increase your sales is to get referrals.  This is time tested and works very well because the client is usually referring friends or family members who trust them.  You can give some sort of incentive to the person doing the referrals like a free service, discounts, coupons, etc.



In Conclusion:
You will always need to be prospecting and building trust with your clients.  Never be pushy and always help them with any questions or objections they may have.  Asking for referrals is a great way to increase your sales since the person who is already signed up with you will likely trust you, and their friends trust them, which makes it another easy sale 7 things a sales professional needs to do in order to be successful



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Razzy




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Comments

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TimothyAlex
In the age of the internet, sales people have it much harder. The typical consumer does not want to be sold. Before even walking into a showroom or talking to a salesperson, buyers have already done their research and are really don't need or want a pitch. While this may seem to make things easier for a salesperson, it actually makes it harder. In my opinion, salespeople should move from a sales funnel model to a marketing funnel, attracting potential customers and building an online audience with content and social marketing.



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Corzhens
You are right about the harder life of salesmen in the digital age. The main reason is that buyers have become smarter to know the market value of products and services. In the olden times, an offline freelancer who is engaged in buy and sell business would buy a used tv set for 500 and sell it for 5,000. But now it cannot be done since the prospective buyer could check the prices in the internet. You cannot beat that smart buyer when it comes to pricing.



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overcast
I think for sales people they have to understand that no means they are closer to the acceptance. And having heard no is the way for their growth. So you can see that one can be successful with the confidence and understanding how long to perseverance. And that should be the approach. I have seen some of the professionals working towards the goal of the work on regular basis. This is something works for many among us. I know one thing for sure that being successful takes time we should be really mindful about it.



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potentialwriter
Building relationships truly works if wisdom is applied. There is need to contrast between building relationships and encouraging familiarity. Familiarity must never be encouraged at the expense of building relationships. You will find out that people with take you for granted and this will affect the business adversely. Awareness must be created from time to time as this increases sales at geometrical rates.



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augusta
Very apt and concise, a sales representative should always be proactive, making sure to move ahead of his or her clients so as to build bridges and help relay information easily to gain sales.Customers are bound to ask questions by knowing and even giving the answers before they ask would be a good bonus for the sales representative because they customers would know that whatever they're buying would solve their problem since it was talked about without them even asking.Any good sales rep that goes with those pieces of advice is bound to succeed.



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Pixie06
Those are some nice tips. You must definitely find the right customers. You must market the products to customers who are more likely to buy them. Only if the customer trusts you and the business you represent will they buy you. You will have to try your best to build a positive relationship with your customers. You must also try to understand the needs of your customers and satisfy them without compromising the business.



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JoeMilford
More great advice and tips here from you, sir. I like that you demonstrate how to be an aggressive salesperson, and a professional one, while also being able not to be an overwhelming or annoying one. Also, you make a good point about how to display candor and expertise when being put under scrutiny. A lot of people, when they are being criticized by customers and clients, take it personally and can then react in negative ways. We should always try to remember to look at these potentially negative situations as opportunities to turn the situation around to strengthen a relationship with a client, by being forthcoming and honest, and then by making a profit by illustrating that you are a mature professional who cares about his or her customers.



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DarthHazard
Building a relationship with your customer is great and can actually bring a lot of benefits. The biggest benefit is that it will build trust between you and the customer and it can also help ensure that your customer is happy with the service that they get from you. Your main objective should be to ensure that your customer is happy because if not then they will not return to buy from you again.



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tiffiecute
A very informative article. Startup entrepreneurs can get tips from you have provided. Even I'm not into selling, it made me interested still. I might open a store again, who knows, right? These concise and straightforward key elements to a successful sales career can be very handy.



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hazelandrea
I also suggest that in order for a professional to be successful in the world of business, he has to have a good socializing skills which enables him to talk and persuade other people regarding his business. By doing so, he may be able to build the right relationship with his clients and customers. I definitely agree with the tips listed above since those are what should be running in the minds of business people who wants their business to succeed.



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Judas2018
As long as you stand by your word, deliver on the orders or services you promised, and most of all be punctual - then you'll do well as a sales professional.



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Corzhens
Building a client base is the first step as the foundation of the business. It’s also imperative to build relationship with the clients to maintain the customers in patronizing your business. With the prospecting, it is not easy because you are trying to find not just a customer but the ideal customer which buys regularly and pays on time. We had experienced a client that buys all the time but pays not on time so our cash flow was severely affected.



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