Getting to Know and Believing in What You Sell

In today's competitive market, the old idea of selling from the hip and glad-handling is no longer applicable. Preparation is now the key to making effective sales. You may want to consider the following suggestions to help you succeed in your career as a salesperson.

? Know your product. In fact, know it so intimately you can talk about it in your sleep. You may begin by taking time to read the marketing literature of your company. If there are any product descriptions in the literature, read it as well. It is wise not to expect that training conducted by your colleagues or by your manager is sufficient to learn all about the product. In addition, using the product or service yourself might yield to a discovery of benefits and other features that you do not find in the marketing literature.

? Make sure to talk to your clients. You should ask your clients whether they have concerns, or what they like the most or the least, about your products or services. Your clients may show you things you didn't realise about your product. More than that, their insights and anecdotes can become useful product endorsements or vivid descriptions of product utility that you can utilise in your subsequent sales presentations.

? Believe in what you are selling to your customers. It may sound obvious that you must believe in the products or services before you sell them. But, knowing that, you also must accept that you give the benefit of the doubt when you're selling unfamiliar products or services for a new company. In truth, many people begin with fervent enthusiasm. It is wise to remember neither the company nor its products may be completely deserving of that enthusiasm. Real confidence in the company and its products will develop over time.

? Check things out for yourself. It's easy to say that your organization has the friendliest customer service department in town, or that you have the best quality products and services. These are all in the marketing literature. But as a responsible sales person, you owe it to yourself to be sure. Remember, if you have any doubts, it will show in your presentation. Read the marketing copy but go after the hard facts. Trust your gut-feel and take time to know the truth.

The more successful sales people are those who believe strongly in what they are selling. If you use a product and like it, it becomes the most natural thing in the world to get excited about it. If your excitement or enthusiasm for it is feigned and artificial, your "unnaturalness" is likely to be perceived by customers, and that can turn them off. When you neither like nor use the product, there is no way you can convey a sense of believability, credibility, or excitement to your customers.

For this reason, it is only appropriate that you examine your products thoroughly, and make sure that you know what benefits your product can offer to potential customers. Remember that even if you have a wide range of knowledge about selling or the product you are selling, none of it will do you any good if you don't believe in the product you are selling.

Article by Clement Low, Chief Sales Coach at BridgingPoints Sales Coaching Services. Subscribe to our free fortnightly newsletter at http://www.Salespotentiator.com specially for sales professionals and business owners who want effective time tested strategies to increase their sales. Every newsletter is filled with innovative and proven sales tips and techniques. Plus revealing and powerful training lessons to help you close more sales.

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