Top 10 attributes of best sales!

What is the sale?

For many years, I battled with how to define or explain the meaning of sales. Even after I left college, I often Google this word whenever I'm preparing for an interview. My friends did all they could to stop me from switching my field from design to sales, but, I was adamant.

I soon got a job as a sales engineer, but I was surprised at my first experience. I was expecting a formal training or some formula to learn what being a sales executive entails but I was given a catalogue with more than 500 pages and a company car. I was then asked to sell with this. It was astonishing to me. That's why I've decided to come up with a summary of my significant learning experience for the past 12 years.

 Your Startup Matters

With no background or prior knowledge, I started my learning on Olaya street of Riyadh, where I visited every construction site or company delivering the big bible of products. I gave out over 350 catalogues, and this means 350 potential business contacts. With this, I knew I have enough Request For Quotes (RFQs) and leads to keep me busy for the coming years.

Power of Listening

Having good listening power is one of the most significant assets of a Sales Executive. There are different kinds of customers, and their issues are not usually the same. So, when you listen attentively to your customers, you'll have an in-depth understanding of their requirements. Also, it assures customers that they can share any challenges with you since they sometimes keep these challenges themselves. With this, you can offer them the product and solve their problems.

 Find your mentor

You should always have someone to talk to and seek advice when the need arises. The person can be a friend, colleague, customer, or anyone that can serve as your mentor. Having some people around me helped me during my time of need as they guided me to overcome my obstacles. You must have a good source of motivation when you're working as a salesperson.

Sell The Panadol

It is often said that solution sale is best. So, what is the solution sale?

I think solution sale has to do with anything that solves the problem that a customer is facing. I once had a customer that was worried about how the final product will fit in on his site with the civil structure. So, I got a freelancer with AutoCAD experience to help me develop a 3D interactive model. With this, I was able to sell my product in the premium margin. Therefore, you need to have an in-depth understanding of what your customer issue is, even if it has nothing to do with your product.

Change Your Thinking

The way you think will determine how you're treated. Are you a Sales Executive of that wants to sell products for a particular company or a person interested in customer's needs first? The latter part is always better. So, when you portray yourself as the manager of a particular company, you're not doing yourself any good. The best approach is to change your method and think like your customers. When you think like your customer and fight for their needs, you're building great relationships that'll make them trust you and have excellent partnerships with you. Customers are vital to your career growth, and you should fight for their needs by providing the necessary support, pricing, training or deliveries.

Don't Stop Learning

Some issues will arise as you're selling the product. That's why you must understand the product you're selling. You can find 90% of the answers in your catalogue, and you must know most of it before selling. If you don't see the solution to the basic queries, it's become challenging to win the customer trust.

Never Give Up!

Losing a project can be very frustrating but always believe that you never lost it!. Still, believe that any project you loose is not meant for you and it may be problematic if you let it drive you. It's okay to be emotional but does not allow it to weigh you down. I've seen projects disqualified at the commissioning stage. So, you have to let it go and try to be there for your customers.

Enjoy The Failures More Than The Success

As a sales guy, always believe you're a hunter and you can either miss or hunt. Celebrating when you win is the ideal thing to do, but you also have to celebrate your failure and move on. However, it would be best if you endeavoured to learn your lessons and know the limitations.

Ask Questions

You can never go wrong when you ask questions. Since listening is a great attribute of a Sales Executive, asking questions should be the second-best. Asking your customers questions shows you understand their requirements, and with this, they'll have confidence in you.

CCC Rule

The last but not the least on the list is the CCC rule, which stands for Customer Acquisition, Customer Service and Customer Retention. With this, you'll be able to overcome your daily challenges and learn new things along the way.