A Successful Salesperson Understands Persuasion
Upon hearing words such as ‘persuasion’ and ‘selling,’ what is the first profession that comes into your mind?
Majority of you would have thought of a salesperson.
The word ‘persuasion’ seems to have a unique and peculiar meaning that suggests conquering and winning over another person. People have this image of a master persuader, doing everything he can to sell something people do not really need or want.
Many people have the notion that salespersons would only stop pestering them, only after a hole has been dug through their pockets. If you have gone through this unfortunate experience, it is no wonder you think of salespersons as such.
In fairness, not all salespersons are like that. In fact, most people in sales are truthful. Yes, they are also equipped with a persuasive tongue. Most truthful salespersons are indeed persuasive.
Salespersons are equipped with persuasive skills in personal selling. Just like the words suggest, there’s a personal touch involved. In essence, personal selling enjoys an advantage over advertisements. If you are the customer, personal selling can immediately deliver answers to your questions. This is unlike advertisements where you have to be content with whatever is presented.
In order to succeed in the selling business, a salesperson must be persuasive. However, being persuasive does not mean having a sweet tongue. On the contrary, you have to be a good listener. Talking less and letting the customer do most of the talking opens the opportunity for you to know what your customers want. This is the most important part of selling -- getting to know what their concerns and uncertainties are.
Since the customer’s interest is important, your intention to sell is only secondary. A good salesperson would exert every effort to make the customer feel comfortable in talking and expressing his needs and interests. You should wait for the right time. Only when the customer is ready and asks for it, then you can open up the topic on selling so as not to jeopardize your customer’s confidence in you.
Being a salesperson engaged in personal selling gets you face to face with your customer. Professionalism dictates that you must not take things personally when customers decline your offer. Good salespersons are trained to be stonehearted when issues get too personal for them. As a salesperson, you have to maintain composure and concentrate on your customer’s priorities.
The fact that customers spend time with you is a good indication of their interest in your offer to help them. While juggling your customer’s concern on one hand and your intention to sell on the other, try to find a common ground to keep the balls rolling!
Being a salesperson also necessitates that you know your competitors down to the smallest details. After all, they know a lot about you also!
Persuasion and listening are crucial ingredients to become good in sales. Maximize their use and become a top-notch salesperson in your industry!