They say the art of selling is dead.
They say it’s lost and can’t be found. They say that technology has taken the place of sales people.
But I’ve never heard any person or publication say that technology has taken the place of great sales people. Why? Because it hasn’t.
As a Millennial who has been selling for more than eight years, I can tell you this: There is no computer, smartphone or other piece of technology that can replace great sales people.
I’ve had the opportunity to travel around the world selling Emerald, a line of over 220 sustainable products, including tree free towel and tissue products made from renewable sugarcane fiber.
Over those eight years (and countless plane rides), I’ve developed five core principles that have helped me close tens of millions of dollars in business.
The origin of these principles comes from books, articles and renowned authors.
But more importantly, they come from brilliant people and experiences that I’ve encountered along the way.
So, listen carefully and execute:
Find something you’re truly passionate about.
If you don’t believe in it, you won’t understand it, and if you don’t understand it, how can you sell it?
Stop selling and start helping.
I don’t just mean showing the client how your product is going to help him or her. That’s important, but there’s a deeper meaning to this.
Learn about peoples’ challenges, learn about their families, learn about their hobbies and then be truly passionate about making their lives easier.
If you know your client is an early morning person, set up 6:00 am meetings.
Get your ass there on time, and I promise he or she will look at you in a whole new light.
Be a chameleon, but an authentic one.
In other words, know your audience.
If you think you can communicate to a CEO the same way you communicate to the mailroom clerk, you’re wrong.
I don’t mean you shouldn’t have the same amount of respect for both. You absolutely should.
But you’re going to connect with them in distinctly different ways, so you have to communicate to them in different ways. There’s an art to blending in, but there’s a greater art to blending in authentically.
You don’t have to change who you are to be a chameleon. Different circumstances require different versions of you, but you can blend in while keeping true to your core values.
Be persistent and consistent, but not annoying.
Forty-nine percent of sales people never follow up after meeting a prospect. ALWAYS follow up. If you feel like you’re being annoying, then let them know.
“Mr. Prospect, I hope my follow up is not bothering you, but…” I promise, it will knock down barriers and clear the air.
Good clients respect persistency and consistency. Remember, it's equally important to keep both of those values even after you’ve landed the account.
Soft sells close the big deals.
There is no better art to master than the soft sell.
The days of the hard sell (“buy this by 4 pm and you’ll get 20 percent off”) are over.
If you want to be a great salesperson, stay in touch with your prospects even after they say “no.”
Educate them with industry information, send them a birthday card or a small holiday gift and show them your success with other clients in the same or similar industries.
You never want to appear desperate or in need of their business. Remember, they should feel like they need you, and developing that need is an art worth learning.
These principles are the foundation to being a great salesperson, but greatness comes with sacrifice.
So, you need you ask yourself how badly you want to succeed because nothing great or worthwhile comes easy.
However, the harder the fight, the sweeter the victory.
Selling is the hardest art in the world to master. If it was easy, everyone would do it.
Don’t give up, stay persistent, work hard, live your business and go conquer the world.
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