Let’s face it. The world of sales is evolving at an unprecedented rate.
Advances in technology have people around the world more connected than ever and the interdependent relationship between sales and marketing continues to adapt and advance.
With computers literally in the palms of our hands, gathering information is easier than ever before meaning sales reps should understand that most buyers know a lot about their product or service before that first call ever happens. As a result, educating the buyer about the product before the sale has transformed into educating the buyer on why they should consider your product over your competitors.
As you read this article, think about what do you think it takes to be a successful sales representative in an ever-changing marketplace? While excellent people skills and a million-dollar smile certainly help, a salesperson should consider the following:
You can’t expect to grow as a sales professional if you can’t accept change. Having a desire to learn while adjusting to the changes around you, will take you a long way when it comes to sales. You may have made many sales in the past, but if you approach every opportunity with a cocky, narrow-minded attitude, you will struggle as a sales rep as this field continues to change.
Buyers don’t want to be sold something; they need someone to help them make a decision that will benefit them. It can be easy to become focused on the sale, but a sales rep of the future avoids this because they are compassionate and understand the hassle of choosing from an overwhelming number of options. Yes, the consumer will probably know about your product and the basics of what it has to offer, but you as a sale rep will have the expertise to educate them even more about the product and why they need it.
An unsuccessful sales rep will let their emotions play into their performance. It can be challenging to not take rejection personally, but never forget that a buyer is saying no to the product, not you.
The sales rep of the future knows that they are promoting the company they work for 24/7. Therefore, professionalism is extremely important on social media. You may think a post with little attention doesn’t matter, but once it has been posted, your name is tied to it forever. With that in mind, always consider your actions and words both on the internet and among your peers.
Many sales reps don’t take the time to truly delve into all the pros and cons the product they have to offer. A sales rep of the future understands that this puts them at a disadvantage. Buyers are also exposed to positive and negative reviews of the product thanks to infinite resources on the Internet. Anticipating the concerns of the buyer and having a counter that addresses any worries can be accomplished by researching how your product performs in those circumstances. Stand by your product and if applicable, share personal experiences that will show the buyer that you are not just selling the product for your benefit.
Lastly, the sales professional of the future is constantly looking for ways to improve. There is no room for complacency in this line of work. They have initiative, are self-starters and require little to no supervision because they are in a mindset that encourages continual success.