| es profession is the highest paying hard work and | | | | listen to the customer intently. Make note of the |
| the lowest paying easy work. Virtually, the sky is the | | | | customer’s requirements. Note the objections |
| limit in earning potential in sales. So it’s obvious | | | | very clearly. |
| that such a profession would require a disciplined and | | | | 6. Talking About the Needs of the Customer A |
| professional approach. A casual and halfhearted | | | | professional sales person knows that the customer is |
| approach would only result in lost opportunities and | | | | more interested in themselves. A customer is least |
| revenues in this field. To rise in sales your approach | | | | bothered if a salesman meets their sales target or |
| has to be thoroughly professional. In fact, the more | | | | not. They don’t even care to talk on the |
| professional you are in your approach the more | | | | phone for more than one minute if there is no |
| money you can make. The professional approach to | | | | mention of their needs. A professional sales person |
| sales is based on certain principles that anybody can | | | | knows about this. They tailor the sales presentation |
| follow and master easily. | | | | to suit the needs of the customer. When their turn |
| The Professional Approach | | | | comes to talk, a professional sales person talks in a |
| An ordinary approach to sales is what produces | | | | clear and pleasant tone. |
| mediocre sales people. A professional approach on | | | | 7. Removing Objections This is where the cool and |
| the other hand transforms an ordinary sales person | | | | professional approach comes to the fore. You |
| into a super achiever. | | | | remove objections so swiftly that the customer |
| 1. Being Assertive and Selling with Dignity | | | | doesn’t even realize that they were ever |
| A professional sales person is assertive. They | | | | listening to a sales person. The customer feels as if it |
| operate from a position of integrity and strength. | | | | was their trusted friend that was removing doubts. |
| They are neither aggressive nor submissive. They | | | | 8. Closing Deals A professional sales person knows |
| treat their customers well and in turn get treated well | | | | when to talk and when to stop. They don’t |
| too. An ordinary sales person may allow the client to | | | | keep rattling on when there is no need to. You also |
| take them for a ride or be unnecessarily rude to the | | | | don’t rush in to close a deal. Your timing is |
| client, thereby losing the opportunity to make a sale. | | | | perfect like the drop volley of an ace tennis player. |
| An unprofessional approach to sales also means | | | | Once you sense the close is approaching you cease |
| allowing the client to be rude with you. It | | | | the opportunity swiftly and ends the deal with a |
| doesn’t matter much if you make the sale but | | | | warm smile and a handshake. |
| lose your self-esteem. This is not so for the | | | | 9. Honoring Commitments: A sincere salesman only |
| professional sales person. A professional sales person | | | | commits what they can deliver. You don’t |
| creates win-win situations for both the customer and | | | | over-promise and under-deliver. That’s a |
| himself. A professional person sells with dignity. | | | | professional approach. A professional sales person |
| 2. Doing Homework Well A professional sales person | | | | would say, Perhaps we can give you a maximum |
| does their homework well before calling prospects or | | | | reduction of 12.5%. And you would give at least a |
| meeting them in person. Even the process of | | | | 12.5% reduction, not less than that. You promise less |
| prospecting is done with a professional approach. | | | | and deliver more. You wouldn’t promise a |
| Bigger prospects are typically given more weight than | | | | reduction of 15% to the client and retract his |
| smaller ones. But all prospects that provide even the | | | | commitment. |
| smallest sales opportunity are taken in to account. | | | | 10. Punctual Service A customer’s time is very |
| They find out everything that needs to be known | | | | important. A professional sales person keeps this in |
| about the prospect and sets about calling or meeting | | | | mind and honors every appointment as per schedule. |
| them. | | | | You wait for the customer and never keep the |
| 3. A Cool Attitude The attitude and mannerisms of a | | | | customer waiting for him. |
| professional sales person is cool, calm, and | | | | 11. Doesn’t Give Up A professional sales |
| self-assured. They should talk in calm voice and at an | | | | person doesn’t give up easily. A |
| unhurried pace. | | | | NO’ for this person is a signal to try |
| 4. Professional Turn Out Attire and appearance speak | | | | harder. |
| a lot about professionalism. A personal sales person is | | | | 12. Looking For More When one sale has been made |
| smartly dressed. They maintain their mental and | | | | with a customer, a professional sales person takes it |
| physical fitness and acts with honesty and integrity. | | | | as just the beginning. You know the same customer |
| The old sales adage is who you are speaks so | | | | may buy more or provide many referrals later. |
| loudly, of course I can’t hear what you are | | | | Optimism and stick-to-itiveness are the traits of |
| saying. Who we act, dress and communicate, | | | | professional sales people. Professionalism in sales |
| both verbally and non-verbally influences our success | | | | involves paying attention to the details. That’s |
| with prospects. | | | | where ordinary sales people falter and professional |
| 5. Proper Etiquette You wouldn’t interrupt the | | | | sales people excel. |
| customer while they are talking. You would rather | | | | |