Sales Tips
Telling Isn't Selling
Most salespeople underestimate the importance of questioning; try to master the art of ‘Conversational Questioning’ and gain a better appreciation of what your customer really wants.
What is Selling?
Selling is the art of letting other people have YOUR own way. Remember this and master the skills to influence your customers
Telesales Mindset
You have to develop a mentality that aligns your expectations with reality.
A good way to do this is to remember the SW SW SW WN mantra:
Some Will, Some Wont, So What, Who’s Next!
Know The Competition
We all have competitors. When you call on a prospect, you will likely encounter a situation where the prospect knows your competitors. In order to sell all the reasons why YOUR product or service is best for the prospect...you need to know as much as possible about your competitors. This allows you to point out the strengths and weaknesses of comparing organizations and products.
A Sales Manager must understand the dynamics of selling, be hungry to hit targets, and have the people and communication skills needed to manage and motivate a sales team. Whether they’re selling toothpaste to Tesco or double glazing to the general public salespeople perform better when backed up by good leadership, and a competitive framework within which to operate. Therefore the Sales Manager must put that framework in place and ensure everyone is supported within it. He or she must have a strong personality, and be able to inspire and nurture individuals, as well as police their performance. Progressing into a Sales Manager role normally requires at least five years experience of working in sales, and evidence of good leadership skills.
The primary responsibilities are developing the sales team and helping that team achieve the company’s sales goals. Duties would typically include managing inventory, preparing sales and marketing plans and forecasts, preparing budgets, carrying out financial analysis and managing key client accounts. Sales Managers might also be involved in recruitment, training and development, working closely with HR, and ensuring that the team is fully motivated and supported with the right resources to sell - be that market research information, or relevant promotional offers. Outstanding Sales Managers will seek out new customers and develop fresh sales channels. Sales Managers will also be involved in establishing and monitoring Key Performance Indicators (KPIs) for the sales team, which effectively monitor daily, weekly or monthly sales performance. Detailed reports can then be fed up to head office and used to incentivise team members on the selling frontline. This requires computer literacy and the ability to closely analyse complicated data. A major challenge for Sales Managers is creating the right kind of sales culture for the company and product on offer.
Source - TimesOnline
