Sales Representative Tips
It takes a special kind of person to be a sales representative. These people have to be friendly, thick-skinned, able to think on their feet, knowledgeable about their product and aware that they won't always get the prospect to sign on the dotted line. You'll get used to your industry's ratio of no's to yeses. People who excel in sales take control of that ratio.
First Impressions
Whether you are male or female, make sure your breath is clean and fresh at all times. The first time you shake hands with a client and a ghastly green "hello" comes out of your mouth, you're done. That goes for cigarette smoke on your breath, as well. Also, don't let your perfume or your aftershave enter the room before you; if you're going to scent yourself, use a very light hand and remember that many people are highly allergic to any scent at all.
If you have an appointment, be on time or a few minutes early. If you don't have an appointment, be very nice to the person who guards your prospect's time. Treating that person respectfully may work well for you.
Make sure you are expertly groomed; that includes wearing deodorant and having clipped and clean fingernails and nose and ear hairs.
Shake hands. Give the same handshake that you like to receive. Offering a strong handshake to a woman means that you respect her and her position. Look the person straight in the eye and make it plain that you appreciate that he is taking time out of his busy day.
Down to Business
Don't try to sell your product to the prospect. Instead, show the prospect how your product will make her life easier, will save her time and money and will make her a hero with the staff. Ask questions like "Can you see how this would improve your business?" "Can you see how this could save your company money?"
While it is fine to ask questions that the prospect must answer yes to, don't push too hard. Let him soak it in. Sometimes silence is to your advantage. You have one mouth and two ears, telling you that you should listen twice as much as you talk.
Demonstrate that your product will indeed fill the prospect's needs, and you may begin asking closing questions: "You mentioned that the machine needs to do X; have I shown you properly that it does that?" "When were you hoping to have this installed?" "Is the money already in the budget for this?" "Will you be leasing?" Every answer should tell you how close you are to wrapping up the deal.
Down to the Wire
So you've gone through the process and the prospect gives you the sale. You've looked and acted professional all the way; don't ruin it by being unprepared. In your briefcase should be all the paperwork you need, at least one pen, information on financing plans, maintenance plans and rental plans. It can be difficult to a new sales representative to remain calm at this stage, particularly if it is your first sale. Just take some deep breaths, go slow and explain everything. Leave with another firm handshake and your business card.
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