The 10 Dos and 10 Don’ts of Selling
Considering a job in sales? To make it in this industry, you need the right approach and enough confidence to approach prospects and convert them to customers.
You’ll find plenty of sales job openings on job search sites like Jobtonic, but not everyone has what it takes to succeed. Here are 10 essential do’s and don’ts of selling.
The 10 Dos of Selling
1. Do Collect Targeted Prospects
Chasing after the wrong prospects wastes time and resources. Always make the effort to target appropriate prospects. You’ll find sales jobs often offer tools and resources to help you find targeted prospects.
2. Do Be Honest
Always be honest with prospects about pricing, additional fees and details about what you’re offering.
3. Do Be Prepared
A successful salesperson takes the time to research their prospects and get to know them beforehand. Take a look at the prospect’s website or his LinkedIn profile to learn more about him. Use this information to make a connection.
4. Do Listen
Follow the 80/20 rule. Spend 20 percent of the time talking and 80 percent of the time listening. As a result, you’ll have a better understanding of your prospect’s needs and wants.
5. Do Ask the Right Questions
Ask questions that make your prospects stop and think. Asking the right questions can mean the difference between closing a deal and losing a prospect.
6. Do Offer Solutions
This is where listening to your prospect can have a major impact on your success. Pay attention to your prospect’s needs and think of solutions on how to fix these problems.
7. Do Bring Value
Instead of focusing on how you differ from the competition, focus on the value you bring.
8. Do Think from the Prospect’s Perspective
Put yourself in your prospect’s shoes. Think about what your biggest gripes and challenges would be if you were in their situation. Then, focus on how you can solve these problems.
9. Do Ask For What You Want
Are you looking for a sale, or to book an appointment? If you don’t ask the prospect for it, they won’t offer it. Be upfront about your intentions to seal the deal.
10. Do Follow Up
Today’s business world is hectic and your prospects are always on the go. Follow up with an email or quick phone call after your meeting to stay fresh in their mind.
The 10 Don’ts of Selling
1. Don’t Have Poor Manners
To succeed in sales, you have to be professional. Otherwise, your leads will never take you seriously. No matter whether you’re on the phone or meeting in person, never chew gum, mumble, ramble, play loud music or chit chat to others.
2. Don’t Be Negative
Turn every failure into a learning experience. Figure out where you went wrong, and come up with a new strategy to get better results.
3. Don’t Discuss Inappropriate Topics
Avoid talking about politics, religion and other hot-button topics with customers. Even if your beliefs or opinions are the same, other decision makers may not share the same feelings.
4. Don’t Claim to Have All the Answers
If you don’t know the answer to something, don’t pretend that you do. It’s okay not to have all the answers. Customers will appreciate your honesty.
5. Don’t Be Ashamed or Defensive About Pricing
Salespeople are often quick to defend pricing, or are downright ashamed of it. But this type of behavior will be a red flag to customers. Instead of feeling ashamed or becoming defensive, communicate the value and benefit of what you’re offering.
6. Don’t Get Too Comfortable
Too many salespeople put prospecting on hold once they’ve developed a good client base. Never stop prospecting – no matter how comfortable you feel. Bringing in new business ensures that your business continues to grow and thrive.
7. Don’t Rely On One Communication Medium
Relying on a single communication medium, like the phone, alienates other potential customers. Your prospecting sources should include email, regular mail, phone, social media and networking
8. Don’t Ask the Wrong Questions
Don’t ask questions about anything that can be found on a company’s website. It will diminish your credibility.
9. Don’t Jump to Conclusions
If a gatekeeper or a prospect tells you they’re busy, don’t jump to conclusions and automatically assume they’re trying to avoid your calls.
10. Don’t Go In Without a Plan
Know who you’re targeting and go in with a solid game plan.
With these tips in mind, you’re ready to start your search for jobs in sales and take the first step towards a successful sales career.