Whether you’ve been a merchant sales consultant, or any other type of sales agent, for a day or a decade, you probably know that it’s not for everyone. The people who tend to see success are the ones who share similar characteristics. They relate well with customers and can quickly deduce understand what each one is looking for in a product or a service, as well as be able to convincingly overcome obstacles put forth by prospective customers.
Have confidence in yourself and the product or the service that you’re selling. If you don’t believe what you’re saying, a potential buyer won’t, either. Though some people are naturally self-assured, others may need some time to build up that confidence after they make a few promising contacts. Whichever category you fall into, remember that without confidence, your chances of making a sale decreases dramatically.
Many people automatically withdraw from a conversation when they find out you’re in sales, even if what you’re selling would actually benefit them. Effective salespeople don’t give up right away. Sometimes it isn’t the product that a buyer connects with at first, but the person he or she is interacting with. Exude confidence and enthusiasm while you’re sharing your knowledge, and don’t just walk away after the initial refusal.
Nobody likes rejection, but in sales, it comes with the territory. Once you get discouraged, it can be difficult to pick yourself up and move forward. The key is not taking someone’s dismissal as a personal attack on you. Most of the time, a rejection has nothing to do with you. The buyer just wasn’t interested in what you were offering or you just caught them at a bad time. Besides, some people have had unpleasant experiences dealing with salespeople, like being ripped off or lied to. Your goal is to offer them a better experience.
Being thick-skinned is directly related to your confidence and perseverance. If you’re able to handle rejection, your self-assurance is less likely to falter and you won’t hesitate to go back to people who first said they weren’t interested when you contacted them. They may be ready to change their minds, but you’ll never know unless you try.
4. Outgoing Nature
In order to grow your list of contacts, you cannot be afraid to approach people you’re unacquainted with. You don’t necessarily have to be the loudest person in the room, but you need to enjoy engaging with others. Having the ability to catch and hold people’s attention is vital.
5. Ability to Listen and Tailor Your Message
Knowing everything about your company’s product or its service and being able to relay that information to buyers is part of being a successful sales agent, but you also must listen to what they have to say. This is how you’ll get to know your buyers. You could have an incredible product, but if you’re unaware of what buyers are looking for, your sales efforts won’t be effective. Listening carefully to the needs and wants of the person you’re speaking with will help you craft a perfectly-tailored solution for that person.
Patience is the flip side of persistence. Oftentimes people won’t buy from someone they don’t trust. The only way to earn that trust is to build a solid relationship with them. This takes time, but it’s worth the effort. Not only are you more likely to make a sale, but your new relationship can also lead to referrals, which will help grow your clientele.