Whether you are brand new to sales, or a seasoned sales professional starting up with a new company, there are certain steps to follow that will make the entire sales process less stressful for you and your potential customers. These basic elements that need to be in place before you make your first sale will pay off time and time again. They will be your anchor that will give you stability and confidence throughout the entire sales process and in the end increase your sales and repeat sales.
The 5 Elements of the HEART of Sales
It is not accidental that these words form the acronym HEART. It is these five key elements that are needed for the “heart” of every sale. Allow me to explain each element individually and you will see what I mean.
History
Get to know the background history of the company you are representing. You would be amazed at how knowing this information by rote will help you when presenting your products and services to your prospects. It will give you a greater sense of being a part of the company you work for. Your prospects will be impressed with your intimate knowledge of your company's history. They will pick up on the fact that you have a sense of professionalism and pride in what you sell and who you work for. People buy more and more often from those they perceive as professionals.
Expertise
Educate yourself on your company’s products and services to the point that you can consider yourself an expert. People generally seek to make intelligent buying decisions based on the best information that they can gather to solve their particular problem or need. We live in an information age and the more you know about your industry and your products the more you can communicate with your customer to address their needs. Do this correctly and you will be sought after for your knowledge and for you this will mean increased sales.
Appearance
It may seem that your appearance goes without saying because we all know people form opinions on first impressions. However, many salespeople that are new to the industry never truly understand why this is so important. You are the first impression that your prospect gets of your company and so your appearance and/or presence can greatly affect your sales. There are many things to consider other than just your greeting or your smile.
Readiness
Get in the habit of being ready at all times to be of service to your prospects and customers. The better you can service your clients in a prompt, courteous and professional manner, the more you will be relied upon; this means more future sales and referrals. When you are properly prepared with all the right tools when you meet with your customers, you will be able to relax and focus more clearly on their needs. Buyers feel more comfortable around someone who is relaxed and it gives them the sense that they are in good hands and making the right buying decision.
Teachable
Remember to always be teachable and open to learning something new while you are in sales. Someone who is teachable is easy to work with because they have an attitude and desire for growth and self development. A teachable person is more aware and tuned-in to their customer. They soon learn to anticipate their customers needs even before they express them.
So now you have the basics to secret of the HEART of sales. Begin to put these elements into action today before you make your first sale and you will not only make more sales but the entire sales process will be less stressful because of it.