In the past a good salesman had to believe in his product or service and he had to know how to present it to his customers. Now that is not enough. But then, what to do to be a good commercial?
In the past a salesperson had to believe in his product or service and he had to know how to present it to his customers. Now that is not enough. But then, what to do to be a good commercial?
Nowadays, to be a good salesperson or a good salesperson it is necessary to have or develop certain special skills and traits.
Here are the 5 qualities of a good salesman. (To know where you are in relation to these 5 qualities , you can do the business test online .)
First Quality Of A Good Salesman / Seller: He Is An Educator.
With the evolution of the market, tensions related to competition and the Internet, the commercial function is definitely entered a new era.
We are now in a world of information. The one who wins is the one who owns the information. The salesperson must now be able to provide information. Customers now need to know everything to make their decisions. They need advice. Being themselves under pressure, they have little time to train.
The service of the company must of course be of extreme quality. If the service is not in perpetual progression the company is in bad position. But in the usual way, if the salesperson wants to escape the price objection, he must now be a man of information and advice, who knows how to evolve and train his customers. The advisory role is now the key to attack the commercial function.
The only solution for a salesperson is to stay tuned to the market by going to see his customers and still being learning from them new methods and tricks that he must hasten to note. He also continuously develops new approaches to the business for his clients.
Second Quality Of The Good Commercial / Seller: It Is A Personal Adviser And A Friend.
The time when the salesman visited his customers to talk endlessly about his product is definitely over. Now the customer is talking. The commercial is the listener.
Production is now running and quantity is no longer a problem. The low end seems to attack all layers of production. Customers are now chasing non-quality. This one is now treated mercilessly.
When a salesperson is not able to advise his client and make him evolve, he no longer makes the difference with other salespeople who work in his sector. If they do the same thing as they do, the customer no longer has any special reason to remain their customer.
Today, few people have time to think. The commercial has acquired the advisory function. He must therefore listen and analyze in order to advise his client. His listening is vital for his client. Is the salesman able to listen and advise his client? Is the salesman really comfortable and able to advance his client?
For this he must have the right Argumentaire de vente which are more a know-how and a commercial know-how than techniques strictly speaking.
Work represents more than a third of our lifetime. Friends are in our work. What your clients miss most now is true and sincere communication that allows them to pack up and take stock. They have to be able to make decisions as they could with a friend.
When a salesperson is not a friend for his clients, he works for a salary and his priority is not to take care of his clients and make his business thrive. He is not a reliable contributor. One must constantly catch up with one’s mistakes.
If the environment and the people you meet are not people with whom you would be friends in a natural way, you have two solutions:
- You must learn to appreciate the environment by fully understanding it. This means that you must understand the important rules that make it successful. It is important not to underestimate this approach. (Well trained, a salesperson can quickly fill this gap).
- Look for an area in which you feel confident and appreciative.
Third Quality Of A Good Salesman / Seller: He Is A Recognized Expert.
The time the salesman went to see his client for a regular courtesy visit is also over. The salesperson who is not an expert recognized by his client must quickly find his added value and train himself to make a requested contribution.
Without this position and mutual respect that every customer should have for a recognized expert, traveling becomes something very expensive.
Recently, I met a salesperson whose customers avoided disturbing order stories: “I did not want to bother you, I sent the order directly to your secretary.”
Another trader we had trained had specialized in hygiene and safety issues. Before being commercial, he was an engineer in these fields. He knew perfectly well the ways of thinking and acting of the actors in these fields. It had become an information center on the purchase and resale of business assets in its sector. His communications with clients were listened to and appreciated. Needless to say, he made a lot of sales.
Another sales representative advised his clients on market trends and how to increase their numbers.
A commercial can lose a lot of time trying to sell without real efficiency. The expert position is vital to sell more efficiently. By becoming a recognized expert, the salesperson does not “sell” any more but he advises and his commercial argument is a consultancy.
Fourth Quality Of A Good Salesman / Seller: He Has A Honesty Recognized And Impeccable.
Have you ever tried to lie to a friend while you were looking to sell him something? Have you exaggerated your assertions in front of someone who relied on you? What effect did it have on your relationship with him? Does he always trust you?
A good commercial is integral. Integrity comes from the whole word. When you do not say what you think, you are more than half of yourself, especially with regards to your sales results.
The client must be able to rely on the advice and information of his / her business partner.
Fifth Quality Of A Good Salesman / Seller: He Is An Excellent Team-Mate.
In the company, he is part of a team. Customers have become increasingly demanding in their modes of operation. The pressures created by the economic environment have become too enormous to allow room for inefficiency. If his company has problems, it is his problems and he must contribute to their resolution.
The commercial is more than ever the ambassador of the company. When his company fails to satisfy his client, it is he who has failed. If he has the misfortune to say it is “the fault of his business or this or that service” but not his, then his days are counted on his client.
The commercial is now the transmission belt between his company and his customers. It must be able to modify the two to reach an agreement between these two entities in order to obtain the best mutual development. In addition to being part of his business, he is also part of the client’s business.
To become a good salesperson, you must assimilate each of these elements until it becomes totally natural. Specific exercises exist to acquire the skills and techniques of the best sellers .