How to be a great sales person vs average

Ever notice that there are a lot of sales people out there?
Has anyone ever stood out? Someone that even at this moment has left an impression on you?
What was it about them that stood out?
Was it their personality? Was it being genuinely interested in you? Was it their charisma?
Yes, yes and probably Yes. Good salespeople do all the above.

But what makes some people successful and others not?

First ask yourself, do you like being sold to or do you like buying?
I know that seam like a funny question but think about this, people like to buy, not be sold to.
So how to these successful salespeople do this?
You have to be the interviewer, not interviewee. You lead the conversation by asking open ended questions. Answer a question with a question.

People will buy something if they see value because they will always ask themselves this question, what's in it for me? So find out what's important to them by listening. I mean seriously listening.

Not listening is a big mistake average salespeople make. You have to effectively listen. What I mean is don't think about the next question while they are talking and don't interrupt them (people hate this). They will know if you're listening to them or thinking. Believe it or not it, it comes through. Make each conversation like it's the most important conversation you've ever had. Intently listen, be guanine and ask questions, you lead the conversation People will like you more if you let them talk about themselves. Everyone loves to talk about themselves. This builds a relationship. .

So find the hook (find out what's important)
Establish a relationship (ask about their lives)
Find out what's important to them (ask open ended questions)
Close by not spewing information about how your product is the best but instread tell them but what in it for them. Put yourself in their shoes. They will purchase your product and keep using if they find value it in.

And most importantly relax. Go into the conversation as if you're talking to your friends, not selling. Don't make selling important (even if your boss says) because people can feel your desperation and see that you're trying to hard and that they are just another sale to you.

If you look at a customer as your friend, talk to them and make them feel comfortable with you as you would your friends, then you will be successful.

Now to stand out from the rest:
Think about someone who is a people person. Someone who has lots of friends and people love to hang out with.
Do you know what makes them so special? What makes them successful in their jobs?
Ask yourself, is it because they listen, really listen to you.
Do they seam genuinely interested when you speak?
Do they interrupt or let you finish speaking?
Do they smile and are positive?
And most important, how do you feel after you've spoken to these people?
Good! Great!
Exactly.
These shinning stars are your role models.

In closing, think about a bad experience. What made it so horrible? What made you uncomfortable? Remember these are things you don't want to do.

I always think of a car lot. You're swarmed by salespeople; it's like piranhas after the same piece of meat. People don't like to be pushed, don't like to be sold.

So relax, have fun and just have a conversation. If people like you and trust you they will be a customer with you for life!

There are the traits of successful vs. average.
Genuine
Interested
Charisma
Positive
Upbeat
Good Listener
Friendly
Personable
Empathetic

Try out this new philosophy by role playing with some of your friends.

Remember, everyone has a story and you can learn something from everyone!

Cheers!
April Ficek