- Sales is an art to creatively use your basics with tact.
- Passion, Persuasion and Personalization are required in any sales setting.
- Anyone can be good at sales, including you.
Everyone has an innate ability to sell and we have done it at least once in our lifetime. Right from convincing a friend to join for an outing to convincing a client to buy your product/service, we all have experienced sales at different levels. Thus, sales is an activity that we engage to push our product/service to the consumer. It is a free-flowing art that requires creativity and tact.
Sales is an activity that is a part of promoting and selling any good or service. The best part about sales is that it gives you the freedom of expression. Sales is among the few professions where you can be yourself and have the essence of expressing it in your creative way. Sales is like a new adventure with a new chase every day, that keeps you going. It feels satisfying when your client owns your product or service.
The 3 P’s of Sales will always lead to a win-win situation for the buyer and the seller. These are essential qualities you require to adhere to the art of selling:
You have to have passion for what you do since that is what drives you every day. Passion is what nobody can stop you from feeling work as a fun activity. You need to be passionate about your products, services, clients and about selling. Persuasion refers to actively listening and understanding the customer’s needs and wants, which are finely tweaked and matched according to what your product or service has to offer. Personalization is about customizing consumer requirements. It is an essential part of modern-day selling. It forms a strong differentiating factor from your competitor.
Selling anything is an amazing and fun job with tremendous opportunities for growth and advancement. Myths about sales are widely held but they are just false beliefs or idea. The most common sales myths are:
- Extroverts are the best salesperson – The most important trait of being a successful salesperson is helping, which starts from listening thoroughly to the client, underly the challenges and then solve their problem.
- You need the experience to sell anything – Building connections and networking is a great way to sell anything supposedly. There are various outlets like – blogs, YouTube, Google, etc that allow you to dive into and learn about the sales world.
- Using a script makes you sound like a robot – This is a quite common misconception about sales. What usually makes you sound like a robot is insufficient preparation, which causes nervousness and prohibits you from listening to the customer. In reality, salespeople are usually the most consistent and structured in their customer-facing conversations.
- Salespersons are the first people to be fired in case of any loss – The most undeniable fact is that sales is the only department that generates revenue for the company. So, in case of any loss, a company will ideally not cut down on their sources of income.
Let us not deny the fundamental truth that great salespeople, great athletes, great entrepreneurs simply do the basic things very well. There is no shortcut around the basics; The sooner you get rid of this illusion, the sooner you can reach the heights through creatively using the basics. Below are some unique ideas that can help you justify the art of selling:
- Make original contact professionally – We meet so many people in different social situation in a non-business setting. The key is here refining your skills during those initial contact to be remembered until they meet you next time which hopefully will be a selling situation.
- Sell yourself first – You are your greatest asset. Put your time, effort, and money into training, grooming, encouraging your greatest asset and you will be able to crack any deal. Be the person who you would buy something from, in terms of presentation, look, tone etc. If the customer doesn’t like you, he/she will not buy from you. Make sure you know your product and yourself well. You can do a SWOT analysis of yourself and tweak your strengths and opportunities in your favour while selling.
- Create a FOMO factor – Fear Of Missing Out on something exciting is human nature. Developing a sense of missing out always leads the audience with a psychological trigger of being left out and thus, will want to be a part of that community/service.
- Lose-win guarantee – The 30-day money-back return policy is dead. If the product doesn’t work it shows that you have lied to them, or people just use the product for more time and return before the end date. The risk elimination isn’t enough. A lose-win guarantee seems to be at a higher risk initially even for Dominos – delivered within 30 minutes or it’s free! But because the product delivers what it says, out of curiosity people will experience it once.
- Storytelling approach – Storytelling is the most powerful tool, and the power comes from how the story is communicated. It’s a human psych to understand and perceive things in a story format for better retention.
- Apply classical conditioning –You can form an association with the product/service with a particular feeling or response in a call to action. Provide your customers with a solution to their problem which makes their life easier with an added association to it can make the client revert to you since associations are strong sources for reinforcements.
- Prospect what motivates the other side – People will never care what you are selling unless your product or service is adding to their value or making their work hassle-free. Pay attention to what’s driving your potential client to take your meeting in the first place and address that in your pitch.
- The active presence of mind – Having an active presence of mind is always at most important since the nature of the job is client-facing. They pay attention to the clients’ needs from the start and present your pitch to them accordingly. You can quickly note down the client requirements if it is feasible so that you get a clear picture of what you need to say next.
- Keep it simple – We sometimes unknowingly over complicate our pitch/message because we want to sound more knowledgeable. The true mark of knowledge is how well can you explain to the average person or any layman. The key here is to think about the person you are selling to.
The era of the “hard sell” is fading now. Modern-day sales emphasize building relationships to develop a level of trust between a buyer and seller. Effective salespersons can understand the needs of the buyer and create a persuasive message to create a differentiation between the company’s product or service. The only sales mantra to believe is – Learn more, earn more. You can take this down that anyone can learn to be good at sales, including you!
6 thoughts on “The Art of Selling”
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