Becoming a Top Sales Professional in Six Simple Steps

A top selling salesperson provides a valuable service by helping people find and purchase whatever it is they are looking for. Whether you are selling shoes, service programs or homes, your success will depend on your ability to put people and products or services together. Here are a few keys to help you succeed.

1. Greeting & acknowledging people This is your first chance to help yourself and your customer. Whether you're behind a counter or on the phone, start with a smile and interest in your face and voice. Pay attention to the prospect; it increases your credibility and your chances of making a sale.

2. Listen to what the customer is really asking you for. If you can't provide it, help redirect them, don't waste your time and theirs by trying to sell them what you do have if it isn't what they want. You'll be surprised at how honestly helping someone go elsewhere comes back to reward you!

3. Ask questions and listen to the answers! The customer will tell you what they are open to buying. Many salespeople make the mistake of talking when they should be listening. Once you have listened to what the prospect wants, and you believe you HAVE whatever it is, then you need to "show & tell."

4. Present your product/service in positive and logical way. Point out the benefits, usage, value and desirability of your offering. Then stop and:

5. Listen again to any objections the prospect brings up. Focus on these issues and overcome them by educating the buyer about features they may not be aware of. You can't force people to buy things that don't meet their needs, but sometimes it's just a matter of enabling them to see value where they didn't before.

6. Ask for the sale. Never bypass this direct question. However you word it, once you've done so, stop talking and wait for the buyer's response. More sales are lost at this point by the salesperson "talking past the close" than at any other point in the presentation. If you have failed to overcome an objection, or if the buyer has another objection, it will come out now. Wait to hear it; because only if they bring it out do you have an opportunity to overcome it. If you keep talking, trying to guess why they aren't buying, you muddy the issues and do no one any service. So ask, stop and listen to the response.

Sometimes you have to repeat steps five and six, asking and listening, and addressing the issues or objections. If you listen with an open mind and full attention, instead of trying to anticipate and maybe saying the wrong thing, you'll have a better chance of success.

Knowing your product or service and believing it its' value is of course the basis for truly being able to sell successfully. Keeping yourself focused on the simple steps above can help you stay on the track to sales success.

Learn more about this author, Nora Spero.
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