Will the Real Salesperson Please Stand Up?

I believe most people do not have a true understanding of what a successful salesperson looks like. Why do I believe this? Because I hear from numerous clients who are developing their own business, they want to make a profit but they do not want to be a "salesperson". This is a dead end. A business without sales is not a business at all. These entrepreneurs have experienced an incompetent salesperson and despise the way they made them feel. They do not want to make their customers feel this way. My son Nick, who owns Mountain Health Management, began a sales career immediately after he graduated college in 2007. He shared with me how selling looks different today that when he first started. Nick has developed a successful sales process for his company and he understands that selling is a learned skill that anyone can master. Great salespeople set people at ease and create a positive experience for the prospect. If you want to be successful in sales, here are some tips to get you started. Great salespeople: • Are genuine and comfortable selling in their own style. • Are willing to learn what is best for the customer. • Ask questions to uncover the real issues. • Listen. • Provide reliable solutions with innovative options. • Will walk away if there is not a fit. • Will refer a prospect to other resources when appropriate. You interact with great salespeople everyday and the reason they do not stand out is because they are doing their job so well. We tend to remember the negative experiences. I like to catch people in the act of doing things right! It is easy to find people doing things wrong. When I see a salesperson doing it right I tell them and their manager whenever possible. See if you can find someone doing it right this Christmas season. You will make their day. Have a great week! Pierce