Sales Training Blog

Are you a natural born seller?

This is a question we get asked a lot, are sales experts born or made? And what makes a good sales person? So let’s look at the three main qualities that any natural born seller will have in his or her armoury:

Effort

In today’s society “effort” is often a word we brush to one side. We are constantly bombarded with adverts which claim to show us how we can lose weight with zero effort, and how we can get rich in just 3 minutes.

In the real world, and the world of the seller, there is one road and one road only to success in any field: Effort.

There are no secret shortcuts, success in selling will come from the extra effort you are willing to put in, and the work ethic you use. If you combine sustained effort over sustained time then you will be on your way to being seen as a natural born seller… but of course, you will know the secret… effort.

Patience

We now live in a world where we can get almost anything quickly. If you want a product, you simply go online and it can be delivered that same day. We are very much in a world of instant gratification, and whilst there are many benefits to this, there is one major downside….

We have lost patience.

If you want to be seen as a natural born seller, then you will need patience. Think of a sale like a seed. You cannot plant a seed and be eating the fruit the next day, it takes time and attention.

Passion

The word “passion” is thrown around a lot these days, but in sales you can get passion in a variety of ways. The easiest and often most effective way is to be passionate about your product. Really analyse your product, what makes it great? What are customers saying about it? Soak up as much info about your product as possible, and you will gain both the confidence and the passion to excel.

There we go, you are now on your way to becoming a natural born seller.

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What do you do if you are not a natural seller, and you can’t currently afford to hire a pro salesman?

Today I am going to show you the four key areas that you can focus on to help you start selling today.

Step One - Research

This is a key area and is a great way to build your confidence and knowledge. You will need to get your product and really get to know it… play with it, break it, bend it, really get to know it inside out.

Also look at your competitors, what have they got that you don’t? What do they do differently? What do they do better?

Then look at your customers, who are they? What do they need?

Time spent researching these areas will vastly increase your confidence. You should also set an exact time frame for this stage.

Step Two - Connecting

Now it is time to get out there and connect with people.

Cold Calling - This often gets a bad reputation, but if done correctly, it can be a good way to get started. The key is often to not try and sell on the first visit. Just introduce yourself and leave some material, then pop back a month later and show them your hot products.

Trade Shows - Virtually every industry has trade shows. Ideally you should get your own booth and use this as a way of networking, selling, promoting and branding. Bear in mind that you may need to bring 2 or 3 more people with you to help out.

Get Attention - Getting attention and getting noticed are going to be key to making your sales easier. Advertising is the most obvious way of doing this, but you can also use press releases and the media to help. Try and think of a unique angle about you or your company, and use that to get a story to the press.

If you are looking for extra tips on getting attention and creating buzz, then get a free copy of this case study: Free Marketing Case Study

Step Three - Get Organised

The less your customers have to do to complete the sale, the better. Make it easy. Do the work so they don’t have to. If they have to do more than fill out a credit application and write you a check, that’s too much.

If you need a bunch of technical information, sit down with them. And YOU fill out the questionnaire while you go through it with them. If you can make everything as organised as possible, it will make your life easier, and will increase your sales.

Step Four - Close Close Close

Once you have got a signature from the customer, you are only half way there. You are only fully there once the money is in your bank account.

Always focus on closing the sale, and If you get a half-baked commitment and then no promised phone call, follow up. Show up. Bring a freebie. Be accessible. Invaluable. Available. And ready.

You now have four key areas that can help you orgnaise and become more effective in sales.

Good luck.

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