In a strong marketplace the efforts of sales professionals has a tendency to decrease. After all, with a consistent flow of sales the world is your oyster, right?
Unfortunately, this can be misleading to a someone just entering sales as their initial impression may be that they have to do nothing more than flash their pearly whites and the sale is made – which could not be farther from the truth.
The reality of sales is that it’s competitive environment and it’s getting stronger, and in a challenging market the best sales people will rise to the top. These professionals understand what needs to get done and how to do it, and the results speak for themselves.
- Be Engaging. Meet each guest with a warm hello and initiate a conversation.
- Be Genuine. Ask questions and truly care. Understand’ ‘the why’ behind their purchase.
- Listen. When you ask questions and are engaged in conversation, be sure to listen rather than think about the next question you need to ask.
- Follow-up. When you capture their contact information, follow-up in a timely manner. Keep the conversation flowing and the engagement strong.
- Be persistent. Find opportunities to reach out to potential buyers to get them back to your office. Another visit means another chance to demonstrate how your offering will improve their life.
- Ask for the Sale. Watch for buying signals. When you see more agreement than objections, put yourself out there and showcase your closing techniques. If you wait too long your competitor will surely land the sale.
Although these practices are deemed to be the basics, it is often these basics that are forgotten about in the midst of a great market. When you hit more challenging times, perhaps traffic is lighter or it is taking more work to get a buyer to commit, you need to dust off your sales manuals and get back to doing the things that made you successful in the first place.
Another important factor to take into consideration during more difficult selling times is your mindset – be sure you are positive and that you are not wreaking of desperation. Consider starting your day reading or watching something that motivates you, be sure you are eating healthy and taking time for your physical health, and even reflecting on past buyer success stories and why you are in sales as a career may all be helpful pick-me-ups.
At the end of the day, be intentional in all that you are doing on the sales floor and with your mindset so you can present your best self in every conversation.