“Everybody lives by selling something.” --- Robert Louis
Stevenson
To be an effective salesperson, here is what you need in
abundance:
Balanced and
up-to-date information: Good Salespersons must be well-informed and
knowledgeable about their Product and their Customers. You must know your
Product in and out and be conversant with all the new trends that affect the
Product. You must be able to size-up your Customer to see if he or she is
motivated enough to buy, to see if they can afford to buy, to see if they need
to buy and finally to find out if they want to buy. If they want to buy and
they can’t afford the money, you can work out a favorable credit arrangement to
see if that will help them make up their minds. If they are not motivated
enough to buy, you can skillfully work on their emotions or you reinforce the
reasons why they need to buy from you. If you do not have sufficient knowledge
about your product and its market you will experience some handicap trying to
persuade anyone to buy from you.
Empathy: You must
be able to show real and genuine empathy to your Customers. Make friends with
them. Show concern and care even for their private affairs where and when it is
prudent to do so. Always mentally swap places with the Customer to see whether
if you were in their shoes how your reaction will be. Take their reluctance to
heart and see how you can gradually help them to arrive at favorable decisions.
Show genuine concern and willingness to be of help even if you do not make a
sale at that material time.
