Many times when we think of a salesperson, our minds bring to mind images of being cooped up in an office at the car dealership or captive at a timeshare presentation. But not all sales jobs are like that. It is true that it takes a certain type of personality to be successful in sales. A career in sales can offer you the opportunity to earn an above-average income and unlimited growth potential.
When I majored in marketing many years ago, we were taught that everyone is selling something to someone all the time. You can have the best product in the world, but nothing happens until someone sells it. As people, we are always selling ourselves to others. I believe that one of the main things necessary to be successful in sales is a love of people. A salesperson is always out there, always meeting people, and always networking. So what does it take to be successful in sales?
A seller must have a positive attitude. Sales probably more than any other occupation involves rejection. With most products, he must ask a certain number of people to buy before the sale is made. Years ago, when I sold life insurance, I eventually found out what my sales ratio was. I had to ask about 10 people, in other words get 10 no’s, before someone agreed to make an appointment with me. You must have a positive attitude to digest so much rejection day after day.
A seller must have a plan. There are some jobs you can do that don’t require a lot of planning. But when you ask someone to spend their hard-earned money, you need to have a formula. You need training, sales materials, a presentation, and a system. Some companies provide leads or territories, but typically most sellers are responsible for locating their own leads. Sometimes people in sales have a hard time managing their time. Particularly those who are out of the office all day. A successful salesperson must be able to manage their time. Having a plan is the best way to do this.
A salesperson must be committed to your success. For a long time it has been discussed whether a seller is made or born. My opinion is that you are born with a certain type of personality and certain types do better in sales. Usually the most outgoing person ends up in sales, but it really depends on the product he’s selling. An introvert can become more extroverted and can be successful in sales. But it can be more difficult for them. To be successful in sales, a person must be willing to learn all about the product he is selling, sales techniques, and how to get along with others. This can take time. It takes 10 years to become a doctor, 5 years to become a lawyer, and 1,000 hours to become a hairdresser. Many times those in sales give up after a few weeks or months, before they have had time to learn what it takes to be successful.
A salesperson must be willing to keep learning and growing. Sellers are generally expected to be knowledgeable about your products and your company. They need to stay on top of what’s happening as products and situations change. Because they have so much contact with people, they need to be aware of what is going on around them. Herbert Hoover said that “the super wise man learns from the experience of others.” The best salespeople attend meetings, read books, and associate with others in the sales profession.
A salesperson must know how to set goals. Some jobs just happen whether you do something or not. But sales do not happen by chance. You have to make them happen. It is critical for a salesperson to know how many sales he needs to make to meet his quota, how much money he needs to earn to support his lifestyle, and what he needs to do to make it happen. The best way to do this is to set daily, weekly, or monthly goals.
A seller must be enthusiastic about his product. It’s hard to sell something you don’t believe in. When you truly believe in something, the other person can see and feel your passion. If you don’t like the product or the company, the sale will be more difficult. It has been said that nothing great is achieved without enthusiasm.
A salesperson must work hard and smart. Sales jobs are not easy. It takes a lot of hard work to be successful. But working hard is not enough. You must also work smartly by managing his time and resources well, being disciplined and following the example of others who have been successful. When it was in sales, we followed the principle of “and something else”. I didn’t just give my best, I gave my best and then some. At the end of the day, when I was ready to go home, I would make one more sales call. Often, that call would be the one that would lead to a sale. By putting in a little more time and effort, you could go from being an average seller to a super seller.
All of the above advice has little to do with age, education, background, marital status, or gender. Some types of sales require specialized education or training, but not all do. For the most part, success in sales is determined by the individual, by their attitude. Anyone can be successful as a salesperson, if he wants it bad enough.