Source of Infographic: MindFlash
Inside The Successful Sales Manager’s Mind
Do you know what it takes to be a great sales manager? Maybe you know one when you meet one, or perhaps when you work with one. The formula of what it takes to get a sale can be a bit fuzzy for most of us. In fact, the accomplishments of sales managers can be a down right mystery. What happens in their mind when they approach a prospect and how in the world do they go from product to sale? Success is not that daunting, if you dissect the mysterious mind of a sales manager. Here are the various components:
Know What You’re Selling and Know Who You’re Selling It To.
Why are you selling THIS product. How is it different than other similar products, or what makes it better? What needs or wants does it address better than the other’s guys? Knowing the product’s best and brightest features is essential to selling it. Of course, knowing the customer is also vital. You need to be aware of their preferences and predilections so you know what to emphasize when selling to them. You wouldn’t want to try and sell Angus beef to a vegetarian.
Relationship, Relationship, Relationship.
To get a sale, you need to connect with your customer. If you come across as hesitant, or fearful, that will turn them off. Confidence is contagious, and if you have it in yourself, it will translate into confidence in the product. Equally important is loosing a fear of hearing “No”. If you keep in mind that every no gets you closer to a yes, and that you might just learn how to better craft the sale, you might actually look forward to hear it. Well, that might be a bit exaggerated, but it will take the sting out. Also, think about creating a long term relationship with each customer. Loyalty is inspired when you give the customer the feeling that they are valuable and you have their long term best interest in mind.
Sales Objectives are important so make sure you communicate them clearly. A solid structure needs to be built that communicates goals and deadlines so the team knows what is expected of them. And, life is sometimes unpredictable, so even the best structures will need tweaking. Changes in technology or markets can force the goals to change, or shift, and a good sales manager needs to Go With The Flow.
It Is Simple: Just Ask
Of course, one of the most important sales objectives is to Ask For The Order. Bringing a client through all the steps, but not asking them for the sale, could sabotage all your efforts. Sometimes, it can be intimidating to ask directly. They should be begging you for the product after your top notch presentation, right? Realistically, even the best presentations will need to be wrapped up by putting the question on the table. Be direct, and ask for the sale.
So, those are the basic and fundamental principles of a successful sales manager. Understanding these tenants is the key to managing the sale. The mystery of what goes on in a sales manager’s mind has been revealed and now, with practice and perseverance, you can become a master sales manager.
Oh yeah, one more piece of the puzzle…great sales managers know how to appeal to their customer’s emotions. Inspiring Emotions that create a “got to have it” appeal, will create desire in the customer for your product and make them realize that even if they don’t need it, they want it. If you get really good at it, you might just have a chance with that vegetarian after all.