3 Tips for Becoming a Better Salesperson

Being a good salesperson is all about finding the most effective ways to bring in new clients. Here are 3 tips that will help you make a better impression on potential customers:


1. Over-Prepare!
The customer should never hear your entire sales presentation. Fancy sales materials or slick PowerPoints can be great additions to your arsenal, but great salespeople never have to deliver their entire presentation because they’ve taken the time to over-prepare. They know ahead of time any type of concern the customer may have and are ready to deal with any objection should it arise. The purpose of the sales presentation is to assist you, don’t let it become a crutch!

2. Use Voicemail to Your Advantage!
Leaving voice mail messages is not the most effective way to cultivate new customers, but it is a great way to keep in touch with those customers with whom you already have a relationship (but may not deal with very frequently). The whole process takes less than 5 minutes per day, preferably between 6:45 a.m. and 8 a.m. Calling at this time shows the customer that you are driven. People are often away from their desk at this time, so you will be able to make 3-5 calls in just a few minutes. Its a great way to build momentum for the day! Your objective here is to not let the person you’re contacting forget about you. Tell them that you haven’t heard from them lately, compliment them on their business or simply suggest that the two of you should talk later. Remember, the goal here isn’t to sell anything — it’s simply to raise the other person’s awareness of you, potentially opening the door for future sales.

3. Discover New Benefits!
When people have had time to experience the product or service you’re selling, they often begin to recognize benefits they weren’t necessarily expecting. It is important to talk to your long-term customers and find out what additional benefits they’re experiencing. Anecdotes from these conversations can be great additions to future sales presentations.

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