How does one become a sales professional? People seem to have the notion that a sales person is born that way and it just comes naturally. The reality is that selling is an art or craft. A true sales professional is not getting people to buy what they don't want but is getting the customer to buy what they really need or what best suits the buyers purposes. Training is what really separates the professionals from the wantabees. Most sales organizations do not invest the time into training and that lack of training is what gives sales people a bad image. There are many sales books and tapes to read and listen to, by training and continuing to train is what will make a professional out of the average sales person. Training should not just be in sales but also in just being a better human. The following steps will be a big help in becoming a true sales professional.
Step 1: Find a true professional sales organization to work with. Look for one that trains and offers training to make you a better person and a more professional in the field you have chosen to work in.
Step 2: Get to know yourself. A true sales person is a professional helping a non-professional make an informed decision on a product or service. Getting to Know yourself and know your personality style is very important, these may sound unrelated to selling however this is the very foundation of being a sales professional.
Step 3: Realize that you are there to help the customer not just put money in your product. A true sales professional is a guide in helping to select products or services.
Step 4: Get to know your customer. A professional will get to know the needs and wants of the customer and then show how his or her product or service fills both the needs and wants of the customer. To do this you need to ask questions and then truly listen to your customer's answers. This step is where the training comes in. This step is where one takes strides in becoming more professional and separates themselves from the pack or stereotypical sales person.
You need find the right sales organization to work with. This may sound unusual however working for the right company is very important. You need to find a reputable company that will offer continued training to help you grow professionally and personally. The personal part is very important because it is character flaws that come out eventually and ruin sales careers and personal lives. How will you help your customers if you are lost yourself.
It may sound like a cliche that "if you help enough people get what they want you will get what you want." There is a reason that statement exist, because it is true. Just selling to put money in your own pocket is always short sighted. Referrals are the best customers to have. Referrals do not happen by accident and referrals carry a sales professional through down cycles. The stereotypical used car salesman does not get referrals however the true professional that sales coffee, real estate, flooring or whatever his or her product is all get referrals because they are there for the customer not just a pay check.
A sells professional is a guide in helping the customer find what they need and making it work with what they want. If done properly questions are the tool to use to with the customer. Becoming a good listener has to be added with the questions to be effective. When a sales person can master these two skills together they move themselves into the true professional status. Doctors and Lawyers are to examples of professionals that use questions to help their customers.
Becoming a true sales professional does not just happen it takes training, knowledge and caring. If you are up to it and are willing to make some improvements in yourself and your life you can become a true sales professional customers.