Basics of Sales Management or How to Be an Ace Salesman Articles | Sales

By: Darren Williger

I.              Discuss the significance of setting goals, credibility of claims and overall professionalism in approach.

A.    First impressions are the most important in the sense that they are the ones that last.

B.    Achieving realistic targets can enhance career growth.

II.             Fundamentals

A.    Get a grip on the customer’s or a future customer’s problem areas.

B.    Throw back the problem back to the customer.

C.    Talk about solutions to the problem or the causes of the problem to occur in the first place. Ensure that you bring down the problem to their perceptive limits and the presence of such problems in a larger perspective. For example “I faced a similar problem recently” or “my experience of having dealt with such a problem” etc.

D.    Suggest a meeting or make him meet an expert in the field. This adds to credibility.

III.            Miscellaneous

A.    Show respect for your customer’s time. Ask specifically whether this is the right time to have a discussion.

B.    Good to use the most important points rather than use jargons. This confuses him more.

C.    Get the meeting done in a professional environment without abuse or swearing at each other.

D.    Invisible work

1.     Get more knowledgeable in your industry or some specific topics by reading books etc., in your spare time.

2.     Ask experienced peers for advice. Do this outside your working hours.

3.     Make sure that you make your management know what you have learned. This shows your keen interest in the company and topic but also displays your communication skills.

4.     Get extra training in your job which is beyond your usual work schedule.

E.    Potential = Chance multiplied by effort.

Understanding Success

The world, if you look at it closely, is divided in two groups: those who are winners and those who are losers. Though people try hard to belong to the former group, not many succeed in meeting success. Success is to know that you have arrived, and stand tall amongst your peers or knowing that the man next to you has already reached that slot.

Success can elude you throughout your life if you do not know how to get it and keep it. It is doing better than your colleagues. You have to work at it diligently as it does not come easy or cheap. Not money, but you might have to toil and spend a lot of time simply to taste success. Usually, success at work is yours when you have the right education and blessed with a bit of luck. You might have to try very hard to achieve true success.

Not working hard enough, making wrong choices, do unethical practices, show no sense of responsibility and start on a career without the requisite educational background: success can never be yours. Though no one likes to be unsuccessful, it becomes a choice rather than chance if you work the way just mentioned.

Here are some useful tips on how to befriend success:

• Have a purpose in life; create a plan to achieve that purpose and work to realize it. 
• Be well-mannered.
• Read, learn and communicate and make these your regular habit.
• Be sharp to notice an opportunity when it comes your way. This might be your last chance to grab it.
• Adopt a healthy lifestyle. Eat well and exercise regularly.
• Avoid too much or television or playing games. 
• Work more in the shortest possible time. Optimum utilization of time is critical.
• Cultivate a good sense of humor and stop being rude.
• Cherish whatever you have and never regret whatever you have not got.
• Develop a sense of responsibility, learn how to control strategically and always remain well-informed,