RCS – Business Default

His tongue runs like oil. He knocks on the door until it opens. A good salesman is born. He is like a charming and tireless leader of circus performances. He believes that 90% of sales is luck, magic. That selling is the art of persuasion. He talks a lot because he thinks he is controlling the situation or lead the game.

It uses recipes of traditional sales. He brilliantly presents the product, kills the objections and tries to close the sale. It convinces the buyer that what is good for him as a seller is good for him. Use any trick just to sell. He sees sales as a numbers game – if he makes more sales meetings, he will make more money. He is convinced that if he believes strongly enough, he will get the sale.

Yes, sales managers are mostly looking for such salespeople. Are the sellers described so far really good?

Why doesn’t this work anymore today

In traditional sales, the seller actually presents his reasons why the buyer should buy from him. Communication is mostly one-way, because such a seller talks a lot about himself – about the products he wants to sell. Because it feels safer that way. Because this is his comfort zone, because this is “his terrain”. But humans buy for our own reasons, not the seller’s!

If this way of selling still somehow worked in the past, the situation is significantly different today. Due to globalization, the competition is increasing and thus also the choice for customers. Access to information is much easier. Customers can get product information themselves on the World Wide Web. They became more resourceful. But also increasingly demanding and complicated, with different requirements and expectations. The level of complexity of the purchasing process is increasing, and matters are more difficult to understand. The recession only makes everything even more difficult.

Necessary knowledge and skills for successful sales

Customers do not want pushy salespeople who are only interested in selling their products. They want someone who will be focused on them. They need a consultant who will help them solve their problems and who will always add value to their situations. Modern sales therefore require the following knowledge and skills:

– Situational awareness. Knowledge of the business of (potential) customers – their markets, customers, competition, challenges, etc.. Understanding key individuals at the customer – purchasing influencers – their roles, work, interests and problems.

– Knowledge of capabilities. Knowledge of product and service capabilities required to solve customer problems.

– People skills. Above all, successful communication – the skills of active and careful listening and the establishment and management of an important dialogue.

– Sales skills. Arousing interest, discovering the customer’s problems and their causes, who are the decision-makers and how to gain access to them, building a vision of the solution, identifying the value for the customer, controlling the buying and selling process, presenting benefits for the customer, negotiations, etc.

Characteristics of good salespeople

What should we pay particular attention to when selecting candidates for the position of salesperson? Let’s look at some of the most important qualities a salesperson should have:

– Excellent communication skills. He is an excellent listener and knows how to empathize with the interlocutor. He knows why god gave us 2 ears and only 1 mouth. Expresses himself very well, both orally and in writing.

– Desire for continuous improvement. The ability to learn quickly and the need to acquire new knowledge and skills. A systematic way of working. He wants to understand why he succeeded in one case and not in another. Analytical skills and innovation (thinking outside the box).

– Emotional stability. He must have a thick skin. Disappointments and rejections should not throw him off track. He must be able to control himself even in conflict, uncertain, burdensome and stressful situations. He must be able to maintain self-control even with impolite, difficult or more aggressive interlocutors.

– Good energy equipment. The right candidate must radiate energy. Problems are a challenge for him. He is proactive, persistent and willing to work hard.

– Enjoys sales and working with people. Develops and cultivates win-win relationships. He has a great deal of understanding for the needs, feelings and emotions of others. He is looking for the most appropriate solution for the client. He keeps his word.