This article is an extension of the former on sales article.
We formerly talked how one’s inherent nature brings out the maximum potential. We are either more towards logical or the emotional. This is the first thing that our customers associate us with. And this happens to be the strength as well because on following our natural self in dealing with our customers it brings out the genuineness within us.
One’s nature must not be confused with the position one needs to take to tackle a situation. One has to be logical or tackle a situation with emotional presence if it demands so.
Here we will take up the skill one must acquire to become the sales genius we want to be.
Again these skills are not rocket science and can be mastered through discipline.
It is important to understand your customer’s plight first and then suggest a resolution. Your client is looking for a consultant and not another salesmen.
This does not imply that you do not sell your product. If your product can solve the problem then it is one’s duty to get through the sales process as smoothly as possible. If your product can solve a part of the problem then do acknowledge that. Use your market knowledge to ensure that your customers can get the complete solution. Let your product or service be a part of it.
This clarity will surely please your customer because honesty is a scarce commodity in sales business.
Here are some pointers that would be very helpful.
A good idea is to keep a note of your customer’s interests, hobbies, achievements etc. Sometime you cannot follow up for the same reason multiple time. Just sending a good article on holiday destination in case your client loves traveling. This unofficial update is good enough to remind him what you are following up with him. This can only be applied if you have develop a good rapport with your client.
Good rapport is a mark of a sales genius.
For this very reason it is important to be organized. And being organized stars from being disciplined. A short note after every activity, like client meet, product – demo, internal –target-meeting etc. will be very helpful. Even the client based follow up needs tracking.
If possible ask you company to use mobile technology to introduce automation in the sales process. As you will be handling multiple clients, sales automation will surely organize a large part of the day for you.
Organising yourself will ensure that you are ready when your client is.
There would be innumerable reasons as an excuse during the sales phase. But the sales person who can take in charge of the situation as if they own them will be the sales genius.
Ownership is a contagious attribute. Sales being an initiation to a business, this attribute is reflected across team when a salesman shows ownership. The quality of ownership seeps into the team that installs, gives support and take order for customization.
This level of ownership can be developed if a person works as if he is in a war front.
Here are the three quality that can help a person to take develop ownership in the profession of sales–
Sales Genius is not born. They are made with consistent effort.
Every sales genius is unique. This is because they develop their strongest gene or their inbuilt nature and build the other necessary sales habits through discipline.
The fact that developing the sales habit starts with what is already within the person it is not as difficult to start. The difficult part is developing the other skills.
Simply put there are only two fundamental natures that help a person to develop the rest of the qualities that a sale genius needs to develop.
The fundamental natures of a person are –
The logical Sales nature – If you are a kind of person whose thinking process starts with slicing and dicing a challenge into actionable pointers, you have the logical trait. You can look through a situation without getting deviated emotionally. You can come out with suggestion that directly impacts the situation in hand.
This trait is an important as a sales person as in today’s world the options are many. But what clients need is an optimal option for the challenge in hand.
The emotional sales nature – If you are primarily a kind of person who develop a holistic understanding based on both professional and personal scenarios in someone’s life, you happen to have a dominant emotional trait. Your communication involves a balanced approach that goes beyond just a professional solution.
This nature is important as it helps to develop a relationship with customers that goes beyond just professional boundary.
None of the natural trait is better than the other. It is important to identify to what is your primary nature so that you can best develop the other skills based on it. If you are a logical sort of person, your communication will be different from the one who is emotionally driven.
There is no point in superimposing one nature over other because
These natures must not be confused with the approach that a sales person needs to take. Approach is situational but trait is permanent. At times one has to be logical in approach to sort a situation. At other times it is better to tackle it emotionally. It is important to understand that at the end the conclusion has to be both logically and emotionally balanced.
The first step for anyone who is looking forward to excel in sales is to identify his or her trait.
We would be taking up the other skills that a sales genius needs to cultivate that will build your credibility and effectiveness in the next article.
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