Become a sales expert in 5 easy steps If you work in sales, you want to be on top of your game all the time. You want to be able to achieve maximum income and be regarded as a true expert so that business comes to you without you even trying, right?
It’s not always easy, and it takes a person who is driven and has the desire and intention to become a sales expert, but it is possible.
So, if you’re ready, let’s get down to it.
- Ask the Golden Questions
Often, sales professionals are all too keen to be talking rather than listening. And whilst they might have valuable things to say, what really matters is what the customer needs, and how can you know unless you ask?
It’s very common in sales training to be taught to ask questions, so we are not saying anything unusual here. However, the kind of questions I am referring to are the golden questions. The kind of questions that go much deeper and get to the heart of what the customer really wants and needs.
- bring out a problem you can solve for them.
- get them to recall challenges and go in depth about the consequence and impact on them.
- identify the trigger for making the decision to start looking for a new product now.
- identify the client’s conditions of satisfaction – what will they be happy with, what they will be delighted with and what would stop them buying.
For example, take this standard question;
‘What do you need in this product?’
And change it to a golden question, which looks something like this;
‘What challenges have you had trying to find the right product previously?’
Why is this important? Because customers want problems solved. This is the difference between being transactional in your approach and consultative.
Ask great open questions and be the one that resolves their problems and as a result, you’ll be the sales expert they go to.
- Define your sales strengths
The most successful folks in any endeavor understand what they do best, and what they do not do best. What kind of selling do you enjoy the most? Is there a particular industry or customer type who fascinates you and brings out your Sales Sweet Spot? Some of us are customer retention specialists. Some of us enjoy choreographing big deals with lots of players and moving parts. Others prefer selling commodities or retail. Still others love working with manufacturing and high-tech companies full of engineers.
- Be a Critical Thinker
The best salespeople don’t simply rely on a script that dictates every step of how they should sell a product or service, but rather they adapt or alter their sales pitches in accordance with the prospective customer, time and place. This also means having the ability to think outside the box in challenging their existing sales pitches and processes to reach higher levels.
- Develop yourself as an expert
Customers will quickly sense if you’re comfortable in your field, or are a beginner. So, to become an expert, you have to be excellent at what you do; and in order to do so, you have to practice. It is essential that you master the fundamentals of whatever it is that you are doing. That way, it becomes second nature to you, and you can be totally confident when you are engaging with your clients and prospects. To become an expert, you need to discover your passion. It is exponentially easy to become an expert, when you are passionate about;
- What you are doing
- The company that you are working for
- The product and services that your company offers
When these stars align, you’ve found your passion, and you can use that passion as fuel towards becoming an expert in your field. Educate yourself the value that your company has to offer to your clients, as well as the possible problems that you may have to solve for your clients.
- Learn the Language of ‘What’s in it for them’
To become a sales expert, you will need to master the art of communicating everything from the angle of the consumer, and show them exactly what’s in it for them.
For example, take this statement;
‘I will need to take a few moments to go through what you need’
Instead, you could say;
‘I just need to go through what you need so that I can save you time and make this easy for you’
The first statement sounds like you are taking. If you change it to the second statement, however, it sounds like you are giving.
Which is likely to achieve a better response?
This tip applies to every form of communication with your clients. Whenever you make a suggestion you should think about what’s in it for them. If you genuinely care about your customer, which I am sure you do, you will already know how your ideas will help your customer. If you believe it, they will believe it.
Hopefully, these tips have helped you on your way to becoming a sales expert. And while this list is not exhaustive, it serves as a great starting point.
If you need more information or would like to book a consulting session with us, you can contact any of our business consultant on on 08105636015 or 08076359735. Alternatively, you can send a mail to firstname.lastname@example.org
Serial Entrepreneur - International Business Planning Consultant - Speaker - Trainer - Author - Blogger - Network Marketing professional.
- 2018 SME Business Trainer and Coaching Advisor at GIZ for SME Loop.
- 2018 YALI RLC Online Cohort 9
- 2017 Fellow, Inspire Africa Train-the-Trainer Entrepreneurship programme sponsored by US Consulate Lagos and the Dickey Center, U.S.A.
- 2016 Fellow, Tony Elumelu Foundation Entrepreneurship Programme
- 2015 Top 50 Innovative Entrepreneurs, BET5 by Diamond Bank and EDC, PAU.
He is an alumnus of Enterprise Development Centre (EDC) of the Lagos Business School (LBS), Pan-Atlantic University (PAU). Through his training, mentoring, speaking and coaching programmes, he has empowered many young people over the years to start and grow their own business, build wealth, create multiple streams of income and achieve financial independence.
- He is a Certified Trainer in Design Thinking by the U.S Consulate, Lagos and the inspire Africa Entrepreneurship Institute.