Tips on working in sales

UEMcGill · 2020-07-28T15:09:27+00:00

First, I'd recommend reading and reading prolifically. There's quite a few books that I'd recommend but here's the start:

How to Win Friends and Influence People, Dale Carnegie
Ultimate Sales Machine, Chet Holmes
Never Split the Difference, Chris Voss

Now let's talk about your process:

I got my first sale, but the guy backed off after seeing the agreement:(

You didn't get your sale and lose it, you never had it to lose. In his book Never Split the Difference, Chris Voss explains this pretty well. You got a yes, but not because he actually intended to buy from you, but because he wanted you to shut up. You failed in your process because you didn't clear all the obstacles. When I work a sale, the first thing I ask a customer is "Hey we can talk about the great things that are listed here, but what I want to know is what are your issues? What is in here that you have reservations about." Put that to a customer and they will quickly let you know what is up.

The most important thing I can tell new sales guys is to learn how to prospect correctly. You must be systematic. You have to know who your ideal customer is and focus on them, and quickly eject those who waste your time. I once flew to present a quote to a customer and he looked at me shocked, "Whoa this is way out of my budget". That was my fault, not his. Now I quickly get to magnitude of price to weed out the people that are never going to buy my systems. I once had a sales director ask me why I had such a high closing rate. Typically for my company it was like 10%, but I was up near 35%. I pumped out less quotes, because I did far more qualifying up front. Why waste everyone's time?

Try keeping a journal and working from that. From that you can develop a formal or informal script. Learn to ask the important questions right away. Your sales presentation should start out heavily focused on questions trying to find out what they are really doing. Then your product should solve what ever that problem is. Too many sales guys talk features, when they should be talking solutions.

The other side of it, volume. If you are closing 1% of sales, then that's your close rate. If you want more sales, you need to put yourself in front of more customers. Then as you get more customers, work on upping your close rate. Rinse and repeat.

FinancialThanks1 · 2020-07-28T14:07:33+00:00

Stop ruminating your anger

Invaincu · 2020-07-28T14:16:02+00:00

That's the nature of sales. You will experience a lot of BS. Approach your situation with detachment.

I recommend you start learning a service based skill on the side (copywriting, facebook ads, media buying, funnel building, etc.) so you can start your own shit afterwards. Stay in sales for 2-3 years to acquire sales skills you'll use later on to sell your own service.

Mufasavader88 · 2020-07-28T15:41:55+00:00

is it enterprise sales?

hmsthinkingmeat · 2020-07-29T10:46:35+00:00

Don't approach it thinking about trying to make a sale, approach it thinking about how can I solve this persons problem? How can I make their life better, their job easier, make them more money.

First that simple change in mindset makes it easier to deal with the pressure of selling, second you come across much more favourably to them since you are more insterested in what you can do to help them than just selling something to them, and third it will help you to find the obstacles you need to overcome, and the things that appeal to them that will make them more likely to buy.

Title	Tips on working in sales
Author	NavyBlueCrow
Upvotes	0
Comments	8
Date	July 28, 2020 2:02 PM UTC (5 years ago)
Subreddit	Posted in /r/askTRP
Original Link	https://old.reddit.com/r/asktrp/comments/hzf6ie/tips_on_working_in_sales/
Archive Link	https://theredarchive.com/r/askTRP/tips-on-working-in-sales.719402 https://theredarchive.com/post/719402

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