How to Succeed in Sales

Succeeding in business often means succeeding in sales. Whether you are literally selling a product or selling an intangible service, what really determines your success is YOU. As a Marketing Management major at Virginia Tech, just about every upper-level course had some form of sales incorporated into the curriculum. I have also held several jobs in sales ranging from working in a department store to working in the auto rental industry. All were very different jobs, but the one common vein was sales therefore I feel somewhat qualified to offer my advice on how to be a great salesperson.

The most important tip for being a successful salesperson is being able to sell yourself. If your customer does not feel comfortable dealing with you as a person, then he/she is not likely going to want to hear about what you are offering. You must dress the part, you must smile, you must look them in the eyes and you must be confident. It sounds silly, but it works: practice in front of a mirror. Flash yourself your biggest grin and offer your reflection your hand as many times as it takes until it feels like second nature, just do not get to the point where it is phony. A customer can feel when you are not sincere, and if they do not trust you, they will go elsewhere.

The second tip is to know your customer. Find out as much as you can about his/her history with your company, if any. If there were problems in the past do not avoid them, address them and assure the customer that they will not occur again. (There you go building that trust!) Have empathy for your customer's situation. If they are standing in front of you after, for example, just totaling their car, don't dive right in to get to the finish line. Ask if they are okay, let them tell their story-and actually listen. Then, once they feel comfortable, get down to the business at hand. Ask a lot of questions so that you can accurately determine the best product/solution for the problem. It may take more time than you think you have, but I guarantee that they will seek you out if they ever need that product or service again.