So, you're considering a career in Sales? Bravo! Here are some tips for the trade for you to consider to be successful.
Sales positions are like nuts on the ground in Fall, if you're from New England....they are aplenty! Finding the right role, that suits and accentuates your skills...now that's another chore all together. Having been in many sales roles over the last 20 years, I've learned a thing or two about myself and the type of company I'd prefer to align with. Before we get into the type of organization to strive for, let's examine some of the tools you'll need in your bag to be a success in this fast-paced, high-energy, client-facing arena.
Integrity is #1. Come equipped in your new role with a hefty dose of this. The mentality of "do anything/say anything" to get the sale makes you a liability, which is bad for business. Sales is a contact sport and if your customers sense you're not trustworthy, you may as well hang it up to dry, along with your chances of being a success. Credibility is too expensive to lose and can't be bought back.
Be Fearless. Fearless in attacking the role. Fearless in asking for top notch training. You're their newest asset, so go after what you need to make it work. Listen and learn and lean on those around you for some knowledge transfer. Soak it up. You're new and have nothing to lose by digging in and seeking resources to assist you. Forget the squeaky wheel ideology, just be diligent in making sure you've tapped all available avenues for help.
Be prepared to WORK. Sales aren't easy. The rejection metric alone is staggering. Getting in front of or through to your prospect, with your message, is paramount. Whether you're driving around door-knocking, flying to their location for a more formal meeting or setting up phone calls, you're on your toes and at the ready to take control of the conversation. You will hear many an excuse or reasoning to not buy your product or service. It's ok. Listen and learn.
Set goals and pursue them with vigor. The most successful folks are those that live with a narrow view of their self-set goals and don't allow themselves to be swayed. Write them down and repeat them. Make them a part of your daily conversation with yourself. Goals that aren't acted upon are useless to you, whereby rending you useless to your new employer and maybe even your clients. Goals are the steam that power your dream and living your dream is a desirable occupation.
Be a Weeble. You may appear to wobble, be unsure of yourself or even get overwhelmed. A sales career is worth aiming for, but the road to success is often paved with sleepless nights, travel, high pressure and at times, unsatisfied clients. Stay the course. Stick to your innate skill set, integrity intact, and plow on. Sales is that role where you are in control of your pocketbook, for the most part. It's a role where you will earn money commensurate with your input. When hard days rear, remember your goals and focus.
Listen. Listen long and hard enough and your client will tell you how to sell to them. Understanding their needs and wants, pain points and barriers will assist you in assisting them. Calm your inner squabble and just listen. Yup, it can be that easy.
Have passion! Few things are more contagious than a good laugh and a confident, passionate salesperson. First, believe in your product or service. The excitement and confidence you exude will be visible, perhaps even palatable, to your client. Heighten the mood in the meeting with pure, genuine passion. They have granted you their precious time, make it worth their while.
Bring The V! Bringing value to every conversation or meeting will reopen doors for you next time. It's an easy way to respect the time they've given you. The ability to teach them something or drop some kind of knowledge they didn't have before you arrived, will put you in the useful category to this client.
Don't live a resume lie. This goes back to honesty and integrity. From the get-go, be forthcoming with your experiences. It can only hurt you if you're not truly aligned with the new role or lack certain skill sets that are required. The "fake it till you make it" strategy is not a strategy at all. Be curious, hungry and build on your resume with real experience.
Do your research. There are no excuses for being uninformed. If this were the 80's and you had to thumb through the card catalogue or newspaper to get intel on a prospective employer, maybe I'd concede a bit. Today, no chance. Make a list of things that are important to you and search for them. Be fearless in your pursuit.
Remember, what sets you apart is the same thing that brings you closer to your career goals.
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