The professional practice of the sale is measured in terms of quality, consistency, productivity and profitability in obtaining results with the opportunities detected and qualified in the market.
Every seller, with or without experience, is the one who must have certain conditions of their own that make them potentially successful and to which must be added an essential complement that will make it possible to do so.
For this reason, and in order to understand the content of the potential that each sales representative requires to achieve it, we describe the most important ones below.
Let us assume in this analysis that the product or services it represents have the best qualities and conditions for this to be possible, otherwise all the following description will be meaningless.
In addition, that the operational organization must be free of conceptual contradictions and internal policies that limit or restrict its greater and better production of results.
How to have the best seller
1. The appropriate profile for the product or service you offer. This condition is key and arises as a direct consequence of a successful selection and incorporation process by the person who will lead it. In this process, it is essential to establish your true predisposition and liking for the task you will perform, confirming that you will do it primarily because you have a vocation rather than the obvious need for work.
How to train the embedded salesperson to be successful
2. Your knowledge of the company you represent. This implies knowing his mission, his vision and values, his trajectory, as well as those who direct him, other managers, his colleagues and other members of the organization who will interact with him in his daily management. In this inescapable stage, called «induction», he succeeds in getting him to join, feel part of the organization and put on his shirt to begin to perspire with success in his actions.
3. Knowledge of your products or services and those of your competition in the market. The level of knowledge that he must possess is that which makes his interviewees perceive him as an expert in the field, which is obtained through each "tailor-made" argument that provides effective solutions or satisfactions to the problems or needs that the interviewee has. acknowledge owning.
4. The work methodology that will lead you effectively and efficiently towards achieving and overcoming your goals. The potential that each seller has will be meaningless if they are not provided with a proven way and steps (methodology) to achieve results with their potential buyers for what they offer. When this is non-existent, the seller begins to apply what he considers to be the best of himself to generate his achievements, which is not always what the company wants or needs and which in turn causes that there are as many personal methodologies as there are sellers who make up the team.
5. The efficient application of effective sales techniques in your interviews. It is in each daily interview with your opportunities that the results materialize. To achieve the greatest efficiency, both in quality and in productivity, the seller must apply the most effective professional sales techniques that allow the buyer to advise and close the largest number of operations with the satisfaction of the buyer in their daily interviews.
How to lead you to success
6. A management of its management. The manager who fulfills the important role of tactical driver, mentor, field instructor and emotional container of the salesperson. This constitutes the essential complement so that everything previously described is applied in such a way that it achieves the maximum sales results. These managerial qualities are what allow correcting the deviations of your management in a timely manner so that they are oriented on the path that will lead to consistent and successful management.
Conclusions
We know that the success of any business or independent activity depends essentially on the quality and quantity of its sales results.
Many of the best products and services, to reach their recipients, require personalized sales action in representatives worthy of such important management. When this happens, it is essential that the person who leads the sales area is a suitable person for the activity, either because they have carried it out or have been trained to do so, since the successes of each of their operational decisions of their team will depend on them.
After analyzing these six elements that make every seller who owns them successful, it is appropriate to answer: Is this what I really want from each of my sellers?
If the answer is affirmative, let me recall what John F. Kennedy expressed: «I do not say that all men are equal in their ability, character or motivations, but I do affirm that they should be equal in their opportunity to develop. your character, your motivation and your abilities. "
In the event that the answer is indifference or negative, there is no other option than to accept uncertainty as a constant in the achievement of sales results in each period of the year.
For those who really want to have successful salespeople in their team, it is also appropriate to recall another of his famous phrases, pronounced in one of his speeches to the people: «Do not ask what your country can do for you but what you can do for him ”, but in our case referred to each seller of the equipment.
Let us always bear in mind that "sellers will be what we want them to be and fundamentally by what we do for them."
© Copyright 2006, by Martín E. Heller
