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  • 3 Keys to Successful Sales

    shutterstock_155042138Most entrepreneurs are reluctant to admit they are salespeople. But they are in business to make money. So compounding the problem is the fact the same people are afraid to ask for money or ask for the fees they deserve. Therefore, let’s begin with the 3 keys to successful sales upfront so you may relax by realizing sales isn’t all that scary!

    1. Keep persevering in your unique way

    If you haven’t already, a great insight is to join an online group with people belonging in the same field as you. The group dynamics become an eye opener. Even though you are perceived as doing the same work, the approach to it may be entirely different.

    It was striking, upon recognizing other salespeople research new ideas in-depth before they feel comfortable enough to implement a single one as opposed to learning by trial and error. But the common sales trait is that salespeople will justify their thinking. Those who research ideas, commonly use statistics to achieve the justification and proof that their new idea is a good one.

    But there are other salespeople whose approach is quite different. When an idea flashes across their mind that they like, they give it a try.  The research is not in books but in the implementation itself. It is quickly learned what does and what does not work. Should it prove to be worthwhile to spend time tweaking, they do so in order to get to the next level in business. Many entrepreneurs would rather learn by doing than by studying.

    The secret to this step is that before you proceed in business, come to terms with your true self and how you thrive. This is the birth of your personal brand. Create the environment you need to succeed. Doing so enhances the motivation and the likelihood of forthcoming success.

    2.  Make the client the central focus

    Top sales producers know that the sale is not about making their numbers but about solving the client’s problems. Understanding everything emanating from the problem and their perspective goes to building the relationship and the sale.

    3.  Continue learning

    Allow your prospective clientele to train you.  Ask why they let you in the door, in the first place.  Follow up on the first question by asking where they might have potential interest, and inquire as to their process for making purchases.

    If you were the customer, wouldn’t you want to know and share concern with the salesperson? And as the one who is purchasing, wouldn’t you want the salesperson to listen to your wish list and understand your processes thoroughly?

    There is no right or wrong answer on how to approach your work. Instead, it is about your personality and what works best for you. Obviously, taking the best of both worlds, study along with trial and error, will almost ensure your success in new endeavors whether they be career related or business.

    Reading between the lines there are and adhering to these three keys will lead you to the Smooth Sale!

    Elinor Stutz, CEO of Smooth Sale, was honored by Open View Labs with inclusion in their international list of “Top 25 Sales Influencers for 2012.” Elinor authored the International Best-Selling book, “Nice Girls DO Get the Sale: Relationship Building That Gets Results”, Sourcebooks and the best selling career book, “HIRED! How to Use Sales Techniques to Sell Yourself On Interviews”, Career Press. She provides team sales training, private coaching and highly acclaimed inspirational keynotes for conferences. Elinor is available for consultation. Kred ranks Stutz as a Top 1% influencer; CEO World Magazine named Stutz as one of “The brightest sales minds to follow on Twitter”. She speaks and consults worldwide.

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