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–
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