Recognizing the Art of Good Salesmanship on National Salesperson Day
The second Friday in December is designated as National Salesperson Day. It is a day to recognize the commitment of your salespeople and remember that every large or small business in every profession and industry relies on how well you can sell it. Consumers are well educated with multiple ways to shop for the best deal. Value -conscious consumers want value in terms of quality goods and efficient service and at a reasonable cost.
A good salesperson needs to be knowledgeable about their products and services and be sincere and straightforward in helping their customers gain the information, attention and service they expect and deserve.
Competition is more extreme today than ever before with social media playing a key role in producing customer referrals and information. Shoppers can secure promotional discounts or find ways to save money with advice shared from friends and family or directly from the business through their Facebook page, Twitter account or numerous other social media websites.
It’s imperative that you show what makes your business unique and offer superior products and services – but unless you are well-informed, about what you have to offer, you will not be able to be a proficient salesperson and help your business succeed.
Technology is advancing opportunities to sell through interactive television, direct mail and online and through mobile applications. Your business website is an important sales tool so make sure that it offers the best representation of who you are, what you do, and that it defines your unique selling proposition.
Everyone will have their own way of handling “the art of the sale” but the following five attributes will help you go a long way towards being successful.
- Be confident and instill confidence. If you want your buyer to believe that you are offering value, then you must know what you are talking about. You should always do your homework first so you can accurately offer information and answer any questions the buyer may have. Speak with confidence and instill confidence in your prospective customer or client.
- Emphasize the benefits. Your customer or client wants to know “What’s in it for me?” (WIIFM). Find their pain points and clearly show how you can help relieve their pain and improve their current situation. Let your buyer know that you are selling something that will improve their business or life. Offer the benefits that will help your product be seen as irresistible.
- Know your target market. There is an old adage that a good salesperson is one that could sell ice to an Eskimo, but is that really your ideal market? It’s a lot easier to make a sale if you know who your ideal consumer is and target all of your messaging and sales efforts to that unique niche.
- Build your reputation through networking. Networking can be an invaluable tool for lending credibility to a salesperson. Show your expertise and make yourself known. Think of networking as a way of advertising yourself to help your business, develop sales leads and meet new people. Expand your contact list and build relationships.
- Make good on your promises. If you say you are going to do something – do it. If you say your product or service is better than the rest – prove it. And always deliver quality – before, during and after every sale to encourage repeat sales and loyal customers.
Merchant Express® always delivers on quality and service. We have over 15 years of experience serving over 500,000 businesses with industry-leading credit card processing equipment, software and merchant services. Contact a Merchant Express representative to learn how you can take your business to the next level with state-of-the-art payment processing.