Sales representatives have to deal with a host of issues that those in other fields do not have to deal with. In addition, sales representatives often have to step outside of their comfort zones to land deals. While putting forth considerable effort and not gaining a sale can be incredibly frustrating, the rewards for successful sales can be great.
The most difficult part of working as a sales representative often comes early on in the career, and many new sales representatives make common mistakes, but here are a few tips for avoiding them.
Taking rejection personally
Unlike most jobs, sales representatives communicate with potential clients on a regular basis. The relationships that result from this communication can make a professional relationship feel more like a personal relationship. As a result, new sales representatives often feel rejected when a sale falls through. For new sales representatives, this is one of the most frustrating aspects of the job to deal with. It is important to remember that potential clients have to do what is best for their companies, and they cannot place an order simply to satisfy a sales agent. In addition, it can help to remember that sales will even out in the long term. All sales representatives go through periods of time when sales come easy and periods of time when sales seem impossible. Accepting the fickleness of the job can help sales agents deal with it.
Giving up on a sale
The most useful trait of a sales agent is persistence. New sales representatives often have difficulty asking a potential client to commit to a sale during the first meeting. While experienced agents have no trouble asking a potential client to make a purchase, new sales representatives often wait until a later date. New sales agent can get past this by forcing themselves to deal with the awkwardness of asking for sale right away. In addition, many new sales representatives have trouble determining exactly what a client means when he or she rejects a deal. Experienced sales agents know the signs of a client who still might consider a deal in the future. Learning to maintain contact with a client even if a sale seems unlikely is an important skill that new sales representatives should learn as quickly as possible.
Avoiding difficult questions
In some cases, sales representatives will be far more effective if they take an approach that may seem to be aggressive to new sales representatives. In order to maximize their chance of making a sale, it is important to demonstrate why the potential client should purchase a product or service and how it can benefit them. One of the best ways to accomplish this can be to outline a potential client’s weak areas. New sales agents are often reluctant to emphasize the areas in which a potential client’s business is suffering, even if they are offering a solution.
In addition, some potential clients have no interest in purchasing a product or service but feel bad telling a sales representative that they’re not interested. Experienced sales representatives can detect this and ask the potential client to be honest if they’re not interested. New sales agents should look for signs that time is being wasted by pursuing a particular sale.
For more info: Click on “Subscribe to Newsletter” and enter your email address at the tops of the page to receive notice of this weekly feature and other new articles. You may also email your Job Search related questions to Mark@MarkMontoya.com Mark Montoya has been working in personal branding for more than a decade for hundreds of online and offline companies, small businesses and individual service professionals. His focus has been toward improving the way jobseekers find employment on the Internet. He has synthesized his expertise by helping job seekers obtain their ideal choice of employment over the Internet on his sites MyOnlineCareerSpace.com and MyOnlineCareerCoach.com, and through his books 101 Tips Every Job Seeker Should Know and The Ultimate Online Job Search eBook. Learn more at MarkMontoya.com, on Twitter, on LinkedIn or StumbleUpon, or Google+.
“It is the responsibility of the individual to reject the prospect of mediocrity and to strive for the betterment of society as a whole” ~ Mark Montoya