10 Basic Skills Every Salesman Should Have

Basic Skills Every Sales Person Should Have

In my experience, I am convinced that techniques and methods of sales are teachable to anyone who has the desire to learn. However, there are a few natural skills that are of great benefit if they already exist within those that want to be successful in sales. Without these, success will take a longer time but it can still be achieved. If there is no desire and dedication to learning or developing these skills, then the selling will be much more difficult and often very stressful.

Effective Communicator
Communication covers a lot of territory. I am not talking about superb orator skills here, but the ability to speak clearly and in a manner that is easy to understand. Sales is all about talking to people and getting them to understand what you are trying to communicate.

Ability to Listen
Along with speaking, a great salesperson knows when to stop talking and listen. They never cut someone off while they are talking, because in doing so they would fail to hear a key element in identifying what that person's needs might be.

Asks Great Questions
Salespeople are naturally inquisitive and know that in order to isolate what the real need or desire is in the buyer, they need to ask questions that will lead them to the answer. They naturally ask questions because they have a desire to help solve their problem.

Problem Solver
Another natural skill is the desire and ability to solve problems. Great salespeople are always solving problems. The ability to hone in on what the buyer's problem is and offering suggestions that will effectively solve the problem with respect to what products or services you sell, generally results with a sale.

Well Organized
I am not necessarily speaking of your personal surroundings, but more with your thoughts and methods of planning. Sales people have a keen ability to break things down into smaller steps and organize a plan of action. They know how to analyze what their goal is and in what order the steps need to be in in order to reach that goal.

Self-Starter and Self-Finisher
A successful sales person moves forward on their own. They never need anyone to tell them when it is time to go to work because they know that if they do not work they will not earn. They are also very persistent to finish what they start. They achieve their goals, even if they are small ones.

Positive Self Image
Having the attitude that they can do just about anything that they put their mind to is usually very common among sales people. They do not cower from meeting or talking to people or trying something new. They rarely allow negatives that are either spoken to them or about them to effect what they are trying to accomplish because they know who they are and what they are capable of doing.

Well Mannered and Courteous
The best sales people are very well mannered. You may not realize it, but good manners is a way of showing respect for others. People are attracted to those that respect them and mutual respect is fundamental in building lasting relationships with people..including buyers.

Naturally Persuasive
Another very common inherent skill with great salespeople is that they are very persuasive or know how to get what they want. They focus on what they want and they are persistent to keep chipping away until they get what they want. They almost never give up or give in.

Person of Integrity
A salesperson without integrity will have many struggles which will often include hopping from job to job. Honesty in sales is so important and it is almost impossible for this skill to be taught. You or the person you are looking to hire is either a person of integrity or are not. Be as analytical as possible on the evaluation of this skill.

21 Ways to Increase your Cash Flow

Cash flow is essential during a downturn. Here are 21 ways to make sure you are maximizing your cash flow opportunities.....

1. Test & Measuring System - for everything
2. Improve Conversion, Use Phone Scripts – Incoming and Sales
3. Put Prices Up
4. Add on Sale – Cross sell & Up sell
5. Public Relations Article
6. Direct Mail to existing Clients with telemarketing backup
7. Cold Phone Call – Use script
8. Extend Supplier Credit – or any other creditors
9. Pre paid sales
10. Use Debt Collection Agency
11. Closed Door Sales – bring a friend
12. Packaged offer – Quick moving line with slow moving line
13. Product Range add on sale – limited campaign (this week only)
14. Reverse Host Beneficiary (sell other peoples product for % )
15. Increase stock turns – stock rationalisation (slow stock out )
16. Events – novelty events to generate publicity
17. Sell excess assets
18. Small ads – classified – spot ads - for lead generation
19. Sales Team Incentives
20. Split level Pricing
21. Referrals – Have a referral or non referral price & ask for a referral after sale

Basic Skills Every Sales Person Should Have

Basic Skills Every Sales Person Should Have

In my experience, I am convinced that techniques and methods of sales are teachable to anyone who has the desire to learn. However, there are a few natural skills that are of great benefit if they already exist within those that want to be successful in sales. Without these, success will take a longer time but it can still be achieved. If there is no desire and dedication to learning or developing these skills, then the selling will be much more difficult and often very stressful.

Effective Communicator
Communication covers a lot of territory. I am not talking about superb orator skills here, but the ability to speak clearly and in a manner that is easy to understand. Sales is all about talking to people and getting them to understand what you are trying to communicate.

Ability to Listen
Along with speaking, a great salesperson knows when to stop talking and listen. They never cut someone off while they are talking, because in doing so they would fail to hear a key element in identifying what that person's needs might be.

Asks Great Questions
Salespeople are naturally inquisitive and know that in order to isolate what the real need or desire is in the buyer, they need to ask questions that will lead them to the answer. They naturally ask questions because they have a desire to help solve their problem.

Problem Solver
Another natural skill is the desire and ability to solve problems. Great salespeople are always solving problems. The ability to hone in on what the buyer's problem is and offering suggestions that will effectively solve the problem with respect to what products or services you sell, generally results with a sale.

Well Organized
I am not necessarily speaking of your personal surroundings, but more with your thoughts and methods of planning. Sales people have a keen ability to break things down into smaller steps and organize a plan of action. They know how to analyze what their goal is and in what order the steps need to be in in order to reach that goal.

Self-Starter and Self-Finisher
A successful sales person moves forward on their own. They never need anyone to tell them when it is time to go to work because they know that if they do not work they will not earn. They are also very persistent to finish what they start. They achieve their goals, even if they are small ones.

Positive Self Image
Having the attitude that they can do just about anything that they put their mind to is usually very common among sales people. They do not cower from meeting or talking to people or trying something new. They rarely allow negatives that are either spoken to them or about them to effect what they are trying to accomplish because they know who they are and what they are capable of doing.

Well Mannered and Courteous
The best sales people are very well mannered. You may not realize it, but good manners is a way of showing respect for others. People are attracted to those that respect them and mutual respect is fundamental in building lasting relationships with people..including buyers.

Naturally Persuasive
Another very common inherent skill with great salespeople is that they are very persuasive or know how to get what they want. They focus on what they want and they are persistent to keep chipping away until they get what they want. They almost never give up or give in.

Person of Integrity
A salesperson without integrity will have many struggles which will often include hopping from job to job. Honesty in sales is so important and it is almost impossible for this skill to be taught. You or the person you are looking to hire is either a person of integrity or are not. Be as analytical as possible on the evaluation of this skill.

How to Sell at Trade Shows

How to Sell at Trade Shows

According to the Centre for Exhibit Industry Research, the majority of trade show attendees are decision makers or influencers that plan to make a purchase within the next 12 months. Don't waste an opportunity like that -- follow these guidelines to help make sure you are ready to sell effectively.

Avoid soft sells
Trade shows require a hard-sell approach. When attendees show interest in your booth, approach them immediately and invite them to learn more about your products or services. Don't leave people waiting -- trade show attention spans are short, and people will leave your booth if they can't get help in 60 seconds or less.

Be engaging
The way you greet a visitor to your booth shows your professionalism and willingness to help. Avoid innocuous greetings like "Can I help you", "Hi, how are you?", or "How's the show going?". Instead, ask a direct question that engages the visitor and helps you gauge their interest in your company's products or services -- "What information can I tell you about our new heating system?" or "Hello, what are you looking for in a patio door?".

Watch your manners
Certain booth behaviour looks sloppy and conveys that you're not interested in your customers. Don't sit down. Don't eat or drink at the booth. Never leave your booth unattended. Don't spend time chatting with colleagues instead of focusing on customers.

Qualify prospects quickly
The first thing you should do once you meet someone new is establish who they are (buyer, decision maker, supplier, competitor, etc.) and where they're located. This way you won't end up spending important time with a person who isn't responsible for buying your product/service, or who is located in a region your company doesn't serve. You can find this information out by asking some key questions, looking at their badge, or requesting a business card which will have the person's title and address.

Ask lots of questions
Engage a prospect by asking open-ended questions -- ones that require more than a yes/no answer. This will help you determine their needs and interests. Focus your responses on how your product or service can meet these needs. Be sure to observe the 80/20 rule -- listen 80% of the time and talk 20% of the time. Try to avoid any kind of prepared sales pitch, which can begin to sound robotic after you've said it for the 50th time.

Keep good records
Write down all the relevant information about a prospect on a "lead card" which contains: the person's name, title, address, phone/fax number, e-mail address (all these can come from a business card), needs/interests, budget and timing. Use this card for your post-show follow-up when you return to the office.