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How to be a Sales Star

What is it about movie stars that makes them so attractive? In

the acting profession, people talk about "star qualities" or

having the "it" factor. Sales people are often described in

similar terms. Great sales people are often talked about as

having a great "personality" or "charisma." But what does having

these qualities actually mean? Are they something a person is

born with, or are they skills that can be acquired through

learning and practice?

Our sales recruiters believe that becoming a successful sales

person can be accomplished through hard work and perseverance.

"Personality" is about being able to form a relationship and

genuinely being invested in what you are doing. Personality is

also has a lot to do with confidence. Here are a few tips on

getting people to listen to you, accomplishing your goals and

selling better than ever before.

1. Play to Win

The first thing you have to do is identify your most immediate

goal. Accomplishing a great deal is possible when you break

large goals down into a step-by-step process. What do you want?

What is the first step you need to take? The answers to these

questions should be clear and concise in your mind. You should

approach everything you do with a specific purpose or intention.

Instead of approaching a meeting with the mindset of just "going

with the flow" be specific about what exactly you want to get

out of it. Even if your goal is small, being specific about it

will keep you active and ensure progress.

2. Outsmart the Rest – Use Varying Tactics to Get What you Want

One of the symptoms of abnormal brain function is do the same

thing over and over again and expect different results. While we

have all had those moments of trying something again just to

make sure we weren’t doing something wrong the first time,

continuing to do so in spite of repeat failures is a waste of

time to say the least. Like a performance on the stage, without

using varying tactics or actions in trying to achieve the

objective, your sales pitch becomes boring and ineffective. If

your customer can predict what you are going to do next, it

means they are already ahead of you and will stop paying

attention. It puts them in charge, giving them the power to run

the show. Often this means that they are ready to end the

conversation before you have even gotten a chance to play any

cards.

Using different tactics to achieve your goal also means being

highly in tune with what your customer responds well to. No

customer is going to be the same, so be aware that the same

techniques are not going to be successful with everyone. Not

getting anywhere with a prospective client? Think about the

techniques you are using – maybe you need to change them. Can’t

get them to agree to a lunch meeting? Don’t keep trying for it.

Suggest something different. It might be something as simple as

doing breakfast instead, or maybe you need to be more creative.

Are the a sports fan? Suggest going to a baseball game, perhaps.

Maybe you have had trouble getting them on the phone, but notice

that they respond quickly to emails. Utilize that kind of

information for your benefit.

3. Get Behind What you are Saying

Nothing is worse than having a conversation with someone who

seems dishonest. Unfortunately, many people associate the sales

profession with the stereotypical sleazy car salesman. If your

only goal is to make money, your customers will be able to tell

immediately. In order to be a top-notch sales person, your

customer has to a) trust you and b) believe that you believe the

product is valuable. If you don’t believe in what you are

selling, neither will your customer. This means that you have to

really know the product you are selling. Ask yourself the

question, "why would I want to buy this product?" and "if

someone were trying to sell this to me, what would they have to

do to convince me?" Find what it is that gets you genuinely

excited about the product and share that with your customer. If

you are convinced of the product’s worth, chances are you’ll be

able to convince your client of the same.

4. Every Word you Say has Meaning

Language is a powerful tool. Use it. In a play, each word is

chosen by the playwright for a reason. Nothing is arbitrary and

no words are wasted. This is because a lot has to happen in a

relatively short period of time. The language, therefore, has to

be efficient. This is not to say that you should write out a

script for your pitch word for word – since you can’t predict

what your customer is going to say this would be pretty

impossible. You could probably make a pretty good guess,

however. It is a good idea to write out an outline for your

pitch, imagine the kind of responses and questions you might get

and then write out the answers for yourself. Choose your words

carefully. Whether we mean them to or not, our words are part of

the impression we make. Long pauses, "ums" and "uhs" send out

the message that you are unclear on what you are talking about,

making you seem less intelligent and therefore less convincing.

Use the right words to your effect. Long winded or vague

descriptions of a product are confusing and uninteresting. The

more you can be specific say what you mean, the more effective

you will be.

5. Listen

All of this means nothing if you do not know how to listen.

Without listening to the customer, how will you ever know what

they want? Listening will allow you to get to know your customer

better, giving you the information you need to use the right

tactics to achieve your goal. Listening to your customer also

shows that you respect them, that you are interested in what

they have to say and are willing to hear their perspective. Just

as in acting, active listening will allow you to build a

stronger relationship with your customer.