I have been in direct sales since I was 18 years old, so I guess you can say I know a lot about how to become successful in selling. Sales is a lucrative profession and the potential is unlimited.
In order to have true success, the first step is to have the determination. The desire to have true success will inspire you to make a commitment to work hard at achieving your goals.
Sales certainly can be challenging. To be successful you need to have a particular set of skills and as you evolve, it’s important to keep them updated. Even though I have been in sales for a long time, I certainly have not arrived. I understand that I have to continue to improve and continue to grow.
So, how can one improve their sales skills? How can someone reach a high level of success? As I stated, it’s important to make a commitment and keep growing. It’s also important to keep learning. Below are some ways to improve your sales skills.
1) Sales Training
When It comes to our industry, I receive calls consistently from representatives with other merchant service companies that are begging for training. Unfortunately, most of them feel like they are lone rangers trying to figure it out themselves.
I am extremely grateful and excited for what we are doing at RMS. I have a passion to provide as much motivation, inspiration, and sales training as possible. There is absolutely no excuse for representatives not to succeed. We are doing one on one trainings. We have tons of resources and videos, and we have team leaders that spend hours upon hours training representatives. The amazing part of this, is that it is provided at no cost.
Make a commitment to study and learn. By doing this, your confidence will grow which allows the prospect’s confidence in you to grow.
2) Practice your Presentation and Role-Play
It’s important to learn the presentation and to learn all about your products and services. However, you do not want to make it sound like a pitch.
When presenting a prospect, you are having a conversation in which you are in control. You want to be prepared for every question, objection, or circumstance a prospect throws your way. It’s important to practice the flow of the conversation. When you are asking questions, listening is a must. Selling is not telling. You must convey the message that you genuinely care about the prospect and you are there to help them. It’s also important to ask the right questions. Find out about their pain points along with what their goals are. This way you can truly begin to find a solution and understand how your service can solve their issues.
Learn your presentation. Get together with someone and do some role-playing, video yourself. This is how you improve and grow.
3) Get a Mentor
Find the people who are where you want to be and follow them. Working with a mentor will drastically improve your sales performance.
For example, with RMS, you can see through our sales portal who all the top performers are. If you don’t have their information already, go get it. Give them a call and pick their brain. Find out what makes them tick. You can ask your mentor for advice on sales strategies. You can do some role-playing with them or perhaps even shadow them during their sales calls. This will help you improve several sales skills and allow you to go to a higher level.
Next week we will stay on the same topic, and we’ll share some other tips on how you can improve in the field of selling. Are you ready to go to the next level? If you made a commitment to be in the field of sales, make a commitment to be the very best! Let’s all keep improving!
Have a super successful selling week!
RICH NORTON
Regional Sales Manager RMS
Image by Sue Styles from Pixabay
