Sales & Customer Relations/BUA-263 Holloway/EMCC FACTORS OF SALES PEOPLE in Business

Time Management is about : Planning Personal Awareness Personal Competence Perseverance Time Management is about : Planning Personal Awareness Personal Competence Perseverance TIME MANAGEMENT FACTOR

THE BELIEF FACTOR Belief in your company If you don’t believe in your company, start looking for a new gig… Mission, Vision, and Value statements should ring true to you Belief in your product If you don’t believe in the product, why are you selling it? Belief in yourself If you don’t believe in yourself, others won’t either KNOW that YOU are the best person for this sales role, company, and product! Winners always believe that they are going to win… then they go do it.

SENSE OF HUMOR FACTOR When people laugh… their smiling out loud, and a smile indicates happiness and satisfaction “When you’re smiling…” Sometimes we have to laugh at ourselves, and some situations… but never at other people You should enjoying yourself while you’re selling! Making a purchase should be an exciting and pleasurable moment for consumers… help to create an exciting and pleasurable environment

SELF-ESTEEM FACTOR Feeling good about yourself and your image makes a world of difference when you are communicating with others. See yourself in the presence of consumers. Self-Awareness is key. Knowing who you are and how you come across is the only way to be sure of the messages that you are receiving from others. Self-care is very important. Mind. Body. Soul.

EFFECTIVE LISTENING SKILLS FACTOR Active Listening Be fully present with your ‘whole self’ whenever a customer is speaking to you Reflective Listening “Check the Message Out” Listen to ALL communications of the customer “Seek first to understand, then to be understood…” When people feel understood, only then do you have a relationship

KNOWLEDGE FACTOR Know the Product Expand value of your product by knowing it well, and being able to explain it well to customers Value can be personal or universal, real or perceived Value is what separates good products from great products Know the Process Understand the procedures that are followed in the development of your product or service Before. During. After… Know the Company/Agency Mission, Vision and Values of the company should be entrenched within you. What do other departments do? Global perspectives and responsibility… local?

ORIGINALITY FACTOR Be Original and Creative How does your product/service stuck out from the rest Know your competitors and find a way to be what they are not Times to be inventive Approach Presentation Follow-up

SOCIAL INTELLIGENCE FACTOR Know that every customer is not the same, even if they are looking for the same product Being adaptable is one of the greatest skills a salesperson can have Be aware of the total sales environment Customer appearance and mood, gatekeeper, weather, rushed, budget, expectations, first time or repeat Different customers require different salespeople Morose… Energetic… Curious… Sure…

INVESTIGATIVE FACTOR Probe to find what the customers needs/desires are for your product/service Cost-efficient, functionality, appearance Emotional need, Psychological need, Physical need? Don’t jump to conclusions/Assumptions Patience… Timing is Everything! Reveal your hand (what the product does) only after the customer has revealed theirs (what they want a product to do) Make it Personal Match the purchaser to the product/service… Individual-oriented selling

COMMITMENT FACTOR True devotion to your company/agency, product/service, and processes is a MUST Obligatory responses and actions are often times easily recognized by managers, co-workers, and consumers Be ‘All-in’… “Fully committed!” (sharp mental and emotional faculties) If you can’t be there that day, don’t be there that day If you can’t be there at, don’t be there at all

THE WINNING FACTOR What do you get for coming in being the runner-up? 2 nd place doesn’t exist in sales There is only a first and a last, a winner and a loser. Winners have passion! Passion makes up for a number of mistakes Especially, with first-time customers It runs out… so, hone your other skills.

This is the characteristic that is the best predictor of how successful a salesperson will be… If you don’t have it… you need not apply. POSITIVE ATTITUDE & ENTHUSIASM FACTOR

this concludes…