Being confident and presenting well can help in your sales career.
Being confident and presenting well can help in your sales career.

Being good at sales is a skill in itself

TO BE a successful salesperson, you have to be competent and confident.

This means you have know the features and benefits or your product/service.

But you also have to have self confidence to be able to communicate this knowledge to your customers.

The best way to achieve this is to be prepared.

Write a list of at least five benefits your customers will receive from using your products or services.

Practice saying them out loud until they become second nature to you, then develop and rehearse scripts that will overcome any of your customers' excuses and hesitancy.

There are a number of sales tools that you should have in your kit bag.

Positive attitude

To get yourself into a positive frame of mind, before you pick up the phone to call a customer or they walk in the door, try some of these affirmations.

Silently repeat to yourself as you smile: "I will make this sale", "I'm a winner", "I feel great", "this person likes me". We become what we think, so if you have a winning attitude, you will be a winner.

Well-groomed appearance

The visual impact of the first 20 seconds is most important because that is when prospects are making a judgment about you.

You don't want to be immediately behind the eight ball.

One old salesperson trick is to carry a damp face cloth to wipe the face to freshen up before appointments.

Probably best on the guys - women just need a touch up with make up.

Confident voice

On the phone, the first thing the client hears is your voice. To create some rhythm and colour in it, hum a few verses of a song before you dial.

It allows you to find your true voice. A relaxed and confident voice will put your client at ease.

Also hold your thought and quality of the voice to the very last word of each sentence. Some people when they come to the end of a sentence are almost inaudible. Match the speed of talk with that of your client, because people like dealing with people who are in tune with them.

Body language

Fifty-five percent of human communication is non-verbal.

If you are upright with your head held high, you are sending a message to your client that you are energetic, interested and confident.

A sincere smile says to the client "I like you", while eye contact helps create a bond. Be as relaxed and natural with your body as you can.

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