CAREER SUCCESS PRINCIPLES FOR SALESPEOPLE
Rashini Hettiarachchi
Software Engineer Intern at AIT Services Australia | BSc. Computer Science (Hons) Software Engineering Graduate from the City University Malaysia | Dip. in Human Resources Management
Sales is one of the most challenging and rewarding careers a person can choose. It takes hard work, determination, and a robust set of career success principles to be successful in this field. This post will explore fundamental principles that lead to success in a sales career. Understanding and applying these principles gives you the best chance for success in your sales career.
1. Identify your personal brand and develop a strong message
There’s no doubt that personal branding is essential for salespeople. In a world where buyers have more choices than ever before, it’s vital to stand out from the crowd and make a strong impression.
But what exactly is a personal brand, and how can you develop one? Simply put, your personal brand is how you present yourself to the world. It’s the sum of all the experiences and interactions people have with you, starting with how you communicate your message.
If you want to develop a strong personal brand, it’s essential to start by articulating your unique selling proposition. What makes you different from other salespeople? What value do you bring to the table? Once you’ve answered these questions, you can develop a strong personal brand that will help you close more sales.
Remember, there are three things that every salesperson sells in every deal:
Since most products have competition that solves the core of the same problems, products rarely win the deal by themselves as the second best product usually has enough features/benefits to achieve the prospect’s goals.
Since most companies are of high quality, the company’s reputation rarely wins the deal. Yes, there are times when the customer will only buy from a specific vendor (the adage that no one was ever fired for buying from IBM is long over).
The significant variable in all sales opportunities is YOU. You can show you are a better partner and advocate than the other salesperson.
Customer loyalty isn’t what it used to be. When you have a relationship with a customer, everything is more straightforward. People don’t return simply because it’s where they purchased previously. They re-purchase because salespeople took the time to build a relationship. They gave the customer a reason to buy from their company.
But remember, even one mistake can cause a loyal customer to leave. It is up to you to sell them on your company, sell them on your professionalism, and then keep them sold through simple, consistent communication.
2. Build a professional network and stay connected
Salespeople rely heavily on their professional networks to thrive in their careers. To build and maintain a robust network, they engage in various activities tailored to the sales industry. They attend sales conferences, trade shows, and networking events, where they forge connections with potential clients, industry influencers, and fellow sales professionals. Leveraging platforms like LinkedIn, they establish themselves as thought leaders by sharing valuable insights and engaging in meaningful discussions. Salespeople also participate in sales organizations and associations, where they gain access to valuable resources and networking opportunities.
By offering value first, following up promptly, and staying actively engaged with their connections, salespeople nurture relationships and foster trust within their networks. This not only leads to increased opportunities for collaboration and referrals but also enhances their reputation and credibility in the sales community.
Through continuous learning and adaptation to industry trends, salespeople ensure that their networks remain strong and supportive, empowering them to achieve their goals and succeed in the dynamic world of sales.
3. Stay current on industry trends and changes
Salespeople need to stay current on industry trends and changes. The sales industry is constantly evolving, and salespeople who don’t stay up-to-date on the latest changes are at a disadvantage.
In addition, knowing about the latest industry trends can help salespeople be more successful in their careers. By being aware of new products, sales strategies, and other changes in the sales industry, salespeople can adapt their own tactics to better meet their customers’ needs.
Furthermore, keeping current on industry trends shows potential employers that salespeople are committed to their careers and are always looking for ways to improve their skills. Therefore, salespeople should make it a priority to stay current on industry trends and changes.
4. Develop marketable skillsets
In today’s competitive job market, it’s more important than ever to have a set of skills that will make you attractive to potential employers. While some jobs may require specific training or experience, there are a few skillsets that are prized by salespeople across industries.
One of the most important sales skills is the ability to build relationships. Whether you’re selling a product or selling yourself in an interview, your ability to connect with others and create rapport will be essential to your success. In addition, salespeople need to be adept at problem-solving and be able to think on their feet. The ability to quickly assess a situation and find a creative solution can be the difference between making a sale and losing out to the competition.
Finally, salespeople need to be able to handle rejection. In any sales process, there will be times when you don’t close the deal. The ability to pick yourself up and keep going despite setbacks is essential for any salesperson who wants to build a successful career.
5. Maintain a positive attitude, even during tough times
One of the most critical things salespeople can do is maintain a positive attitude, even during tough times. A positive attitude will not only improve your sales numbers but also make you more enjoyable to be around. Your clients and customers will remember how you made them feel, and they’ll be more likely to come back and do business with you again in the future.
A positive attitude is also essential for your career growth. You’re more likely to take risks and seize opportunities when you have a positive outlook. You’ll also be better equipped to handle rejection and setbacks. So next time you feel down, remember that a positive attitude can make all the difference.
6. Stop selling and start helping
Most salespeople see their job as nothing more than a numbers game. The more people they talk to, the more likely they will make a sale. But this isn’t necessarily the most effective way to sell. It often leads to salespeople becoming pushy and aggressive, which turns potential customers off.
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A better approach is to focus on helping potential customers rather than selling them something. People are much more likely to buy from someone who is interested in helping them, not just making a quick buck. So, if you’re looking to improve your sales career, start by focusing on helping people, not selling them. You’ll be surprised at how much more successful you become.
It is important to remember that without customers, there is no business. Companies rely on new and returning patronage to succeed; therefore, the customer’s needs should always be the priority. The foundation of a healthy customer base begins with earning the trust and respect of prospective consumers.
7. Find a professional mentor to guide you
Finding a professional mentor is invaluable for salespeople looking to grow and excel in their careers. A mentor provides guidance, support, and valuable insights based on their own experiences in the sales industry. Salespeople seeking mentors often look for individuals who have achieved success in their field, possess a wealth of knowledge, and are willing to share their expertise.
To find a mentor, salespeople may reach out to senior colleagues, industry leaders, or contacts within their professional network who they admire and respect. They may attend networking events specifically geared towards mentorship or join mentorship programs offered by sales organizations or associations.
Once a mentorship relationship is established, salespeople benefit from personalized advice, constructive feedback, and encouragement from their mentor. Mentors can help salespeople navigate challenges, set goals, and develop essential skills such as negotiation, communication, and relationship-building.
By learning from their mentor's experiences and leveraging their guidance, salespeople can accelerate their professional growth, overcome obstacles, and achieve greater success in the competitive world of sales. Additionally, mentorship fosters a sense of camaraderie and community within the sales industry, as experienced professionals pay it forward by investing in the development of the next generation of sales talent.
8. Believe in yourself and your ability to sell
Believing in oneself and one's ability to sell is fundamental for success in the sales profession. Salespeople who have confidence in their skills, knowledge, and value proposition are better equipped to overcome challenges, handle rejection, and persevere in the face of adversity.
Confidence is contagious, and when salespeople exude self-assurance, it inspires trust and credibility in their prospects and clients. Believing in oneself fosters a positive mindset, which is essential for maintaining motivation and resilience in a high-pressure environment like sales.
Salespeople who believe in themselves are more likely to take calculated risks, try new approaches, and push beyond their comfort zones to achieve their goals. They understand that failure is a natural part of the sales process and use setbacks as opportunities for learning and growth.
Moreover, self-belief enables salespeople to effectively communicate their value proposition, handle objections, and close deals with conviction. When salespeople genuinely believe in the products or services they're selling, their passion and enthusiasm are palpable, making them more persuasive and compelling to prospects.
Ultimately, believing in oneself as a salesperson is not just about having faith in one's abilities; it's about embracing a mindset of positivity, resilience, and determination that fuels success and drives results in the competitive world of sales.
9. Commit to continuous learning
Committing to continuous learning is essential for salespeople to stay competitive and thrive in their careers. In the dynamic and ever-evolving field of sales, those who continuously seek to expand their knowledge, skills, and expertise are better equipped to adapt to changes, overcome challenges, and achieve long-term success.
Salespeople can pursue continuous learning through various avenues, such as attending sales training workshops, webinars, and seminars to stay updated on the latest sales techniques, strategies, and industry trends. They can also read books, listen to podcasts, and follow thought leaders in the sales profession to gain new insights and perspectives.
Additionally, salespeople can leverage online courses and certifications to deepen their understanding of specific sales methodologies, technologies, or industries. By investing in their professional development, salespeople not only enhance their effectiveness in sales but also increase their value to employers and clients.
Furthermore, salespeople can learn from their own experiences and those of their peers by seeking feedback, sharing best practices, and participating in peer-to-peer learning networks. By fostering a culture of continuous learning within their sales teams, organizations can drive innovation, collaboration, and performance excellence.
Ultimately, salespeople who commit to continuous learning demonstrate a growth mindset and a willingness to evolve and adapt in response to changing market dynamics and customer needs. By staying curious, proactive, and open to learning opportunities, salespeople can stay ahead of the curve and achieve sustainable success in their sales careers.
10. Be a resource for your clients
Being a resource for clients is essential for building strong, long-lasting relationships and driving success in sales. Salespeople who position themselves as trusted advisors and valuable resources to their clients not only foster loyalty and trust but also differentiate themselves from competitors.
Salespeople can become valuable resources for their clients by thoroughly understanding their needs, challenges, and goals. By actively listening and asking probing questions, salespeople can uncover valuable insights that enable them to offer tailored solutions and recommendations.
Moreover, salespeople can provide clients with valuable information, resources, and industry insights to help them make informed decisions. Whether it's sharing relevant articles, case studies, or market research, providing valuable content demonstrates expertise and adds tangible value to the client relationship.
Furthermore, salespeople can serve as connectors, leveraging their network of contacts to provide clients with access to additional resources, expertise, or opportunities that may benefit their business. By facilitating connections and collaborations, salespeople demonstrate a commitment to their clients' success beyond the transactional sale.
Ultimately, salespeople who position themselves as trusted resources for their clients build stronger, more collaborative partnerships that drive mutual success. By consistently delivering value, expertise, and support, salespeople can become indispensable partners to their clients and maintain a competitive edge in the ever-evolving sales landscape.