Top Sales Tips for Beginners
Business

Top Sales Tips for Beginners

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Succeeding in sales can be a challenging career and it can be hard work.  Your success depends on two things the sales system which is part of your foundation.  The second is the wisdom and smarts you employ as you build upon the foundation – your organization’s sales system.  We have the point of view that you will be working smarter, not harder.  And that is what we will discuss today on 5AM Podcast these are our top tips for sales beginners.

When you observe the top sales staff in your organization please do pay attention to their techniques, habits, and personality traits.  They have the experience and they have a book of business which they have taken the time to develop.

We believe anyone can learn sales skills.  To be honest, regardless of what you are selling, you, and actually your entire sales team can achieve great sales results by mastering a set of proven selling skills that focus on the following:

  • Confidence
  • Relationship-Building
  • Listening
  • Persuasion
  • Product Knowledge.

 

Knowing Your Time.

So, our first sales tip for beginners is your time.  Mapping out your week will be very important to you as a sales professional.  Think of your week as 5 blocks and each block as 8 compartments.  The blocks represent the days and the compartments represent your hours in each day.  In each compartment are files,  These file sections are the time in your hours to use when needed.  Let’s take the Monday block as an example.  We have 8 compartments representing the hours available to use to work.  Many will block time to chat with coworkers we arrive at the office this would go into block 1, compartment 1, and file 1.  Your preparation for Monday’s sales meeting might be in file 2 within that same block and compartment.

The reason you as a new sales person need to control your time is that time is the foundation for your week.  When your foundation is in place, you are able to focus on what makes you sales.

 

Top Sales Tips for Beginners
Knowing your team.

Knowing your team

We travel in the same direction as our group.  If we don’t like the direction we are headed ask yourself:  “Why are we going this way?”  You need to spend time with the people who are where you want to be.  Now, let’s get back to the top sales performer in your office.  There are a variety of reasons they have more sales than you.  One reason, they have a clientele list.  They have repeat customers, and they also have word of mouth on their side.  You will get to that place.  You will have the large book of business, and the raving fans who recommend you to their friends but this takes time to build and these tips will help you get there.

Appreciate the advice that comes your way from those with more experience.  Ask to listen in on cold phone calls and ask if you can look at emails to see how this top performer interacts with his clients.  The number one thing you are looking for here is the open, the offer, handling objections and the close.  Write down the advice you receive from this sales leader.  Think of them as a mentor and example.  Because sales and business attitudes are constantly evolving and you need to adapt the skills and tools you use.

Writing down what you observe and what you hear are critical to adapting your co-workers top techniques into your own style.  This is about staying yourself while taking in the information and using it to grow who you are into who your need to be.  You are not intended to be a clone but to develop yourself into the top performer you need to be.

 

Knowing Your Value

Who are you?  This is our next step.  What do you need and who do you need to be to make your personal goals and your goals set out by your managers.  This is a bit of intro section.  A new sales position can be daunting.  You have to learn the skills and develop the qualities to become a top performer.  This is about playing to your strengths and developing your weak areas to become stronger.  On other thing here is attitude.  To me attitude is about how your see yourself and how you see your circumstances.  Is your mindset a can do or a can’t do? I hope and pray that you will see yourself as more than enough.

At 5Am Podcast we believe strongly in the Holy Bible and that it is a great road map for inner strength and success.  We believe there is so much benefit from reading the Word of God each day.  If you are new to sales we believe and recommend that one read a chapter from the book of Proverbs each day as a way to have a winning and wise mind set.  Everything in sales starts between your ears.  No kidding, from the sound of the alarm clock entering in through the ears to the thoughts of what equipment to use at the gym before going to the office.  And yes, even the presence of mind to successfully answer a client’s objections.  All of this is a result of who you are and what you think about yourself.

 

Top Sales Tips for Beginners
Knowing your strategy.

Knowing Your Strategy

 AIDA and FAB This is a whole podcast in itself so we will only touch on them here as they require you to know your product and to know your customer.

The AIDA formula originated in 1898. It was created by Elias Saint Elmo Lewis, who has become a legendary figure in advertising and was inducted into the advertising hall of fame.

 

AIDA stands for:

Attention – Getting your clients attention.

Interest – Holding their interest in your presentation.

Desire – Understanding your client’s desire – The Pain Point-

Action– Asking your client to act – The Solution to their Pain-

 

The FAB formula fits into AIDA:

Features – The great qualities of the product.

Advantages – What sets this product apart.

Benefits – The helpful results and effects

 

These two formulas are why you need to know your product, your offer, and your clients.

 

Knowing Your Product

Product knowledge is an essential sales skill.  Understanding your products’ features allows you to present their benefits accurately and persuasively.  Customers respond to enthusiastic sales staff who are passionate about their products and eager to share the benefits with them.

Customers are more likely to trust sales people who show confidence in themselves and what they are selling.  You can build this confidence by increasing your knowledge of your products or services.

Be conventional and also creative to use sources of information to learn about your products or services, including:

  • Your own experiences using the products.
  • Product information from company brochures and catalogues.
  • Online forums.
  • Reviews from customers.
  • Industry publications.
  • Company team members.
  • Visiting your manufacturers.
  • Sales and product training programs.
  • Competitor information.

 

Be honest about shortcomings but know the rebuttal, and also know which features and benefits to respond with.

 

Know Your Client

Successful sales staff create profits because they understand their customers and have identified their needs.  Proper customer research will help you choose products and craft your marketing and sales strategies for your target client.

Customer research must be part of your overall market research and needs to be updated regularly.  Your market research will look at your customers, competition and industry to help you identify who best to market to.  Your customer research provides you with more in-depth information on the needs, desires, expectations and behaviors of your target customer.

By identifying information about your clients such as where they work, what they read and where they look at advertising, you can improve the strategies you use to attract them.  This is step 1 of AIDA.

It is also important to understand their purchasing behavior and attitudes with regards to brands and products.  This is their interest – which is Step 2 of AIDA.

Identifying your customers’ needs and preferences allows you to tailor the strategies and tactics you use in your marketing plan so you can hold their interests and appeal to the client’s desire.  With these two pieces of knowledge you can bring in the advantages of your product to effect the client’s desire – Step 3 of AIDA.

Lastly, knowing your offer will effect Step 4 of AIDA – ACTION!

 

Know Your Offer

Here is another sales help the ABC for Always be Closing… 

There is no point in closing if you don’t know your offer.  You need to present your offer so your client can take the action of saying yes to you and yes to your deal.  What is knowing your offer?

Discounts diminish respect for yourself or your product or service.  – 5AM Podcast.

Knowing your offer is knowing your value and the value of your product or service.  This means you also know a bit about the value your competition offers.  From your FAB formula you know what your product or service can do for your client.  You also know the value of the sale to yourself.  There are lists of types of offers:

  • The direct offer
  • The soft offer
  • The limited offers such as: time, supply, or a one-time offer.

There is a whole article just in offers.  Regardless you have prepared beforehand you know which offer you start with and which offer you end with.  Some negotiations and offers can take time and there are not always a one size fits all solution.  You know what you have and sometimes your client’s first response is “No.”  This is okay and gives us an opportunity to begin asking questions to get everyone to a yes. Knowing what you know at this point helps you get to a Yes!

 

Follow Up!

Fortune is in the follow up. – Jim Rohn

 

Please follow up with your client within 24 hours of your meeting.  Below are six great email subject lines to help start your follow up.

  • Next Steps… – This one is direct and not very personal.
  • I’m Following up, how can I help… – Speaks to you fulfilling a need.
  • I forgot to mention… – This one personalizes your human side.
  • How’s Wednesday at 1:30?… – Intentional and to the point.
  • It was a pleasure chatting… – This one connects on a relationship level.
  • Let’s have another look… – The “Can I get another opportunity to meet.”

 

The follow up is where you reconnect and get closer to hitting the sales target.  Staying in contact is vital to your career in sales.  You want to stay connected.  It is so helpful to add value and build those relationships.  All of these are completed through the follow-up process.

Following up is not only within the first 24 hours.
Follow up is 3 weeks later by inviting them for coffee or maybe emailing a related article.
Following up is the process after the pitch.
Following up develops a long-term ongoing sales relationship.

Here is one last example:

  • You leave a voicemail and follow the voicemail up with an email.  The intent of the follow up email after the voicemail is:  Thinking of you and our previous conversation. How can I be of assistance?

 

People will intentionally invite you in but they will also intentionally ghost you.  That is okay, stay in relationship and communication with them.  In this case, sales is the long game.  One way to think about it: You are prospecting all year to create an Christmas card list.  Other sales people will move on but the one playing the long game thinks of the Christmas card list in June, and sends a text with something helpful every 6 weeks.  If you go car shopping and the fellow at the dealership sends you a few texts about car sales every 6 weeks and then a Christmas card who will you think of next April when you have that down payment?  The card sender.  Am I right, yes, I’m right.  Contact through email and text is an excellent way to stay in touch and add value to your prospect’s life.

 

The Wrap-up

We are just priming the pump with this article.  It takes a special individual to succeed in sales.  But guess what!  That person is trained, manufactured and developed over time.  The sale itself is a process and so is making the salesman or saleswoman.  Take heart if you are just starting out in sales.  You can grow and you can learn, adapt, and develop into an excellent sales leader.  It does take time, patience and persistence.  It also takes the support of team leaders, co-workers, and even your personal network.  When we build our sales success story we are building ourselves first and foremost, and the sales will follow.

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