21 Feb 2008 09:47:48 | Laurie Hayes
You may have an exceptional product that can improve the lives
of many.
You may provide a service that is second to none.
BUT …
if you don't have exceptional sales skills, you will lose out on
many an opportunity to demonstrate or provide value to anyone.
The most important, yet least developed business skill in many
small and home-based business owners is selling.
You may associate selling to undergoing a root canal because of
the bad experiences you have had with sales people.
Lack of effective sales skills is a major contributor to the
demise of a business.
The great thing to realize is that selling is a skill. It is not
something you are born with. It is a skill that is learned and
cultivated.
Do some people seem to be naturals at it? You bet! I am in awe
of some people who seem to just learn a technique and after
practicing it once, are off to the races like they've been doing
it for years.
For others, a little more practice and polishing may be
required, but in the end, they can be just as effective and
successful as those who seem to have it mastered right out of
the gate.
A major block in selling is the stereotype of salespeople. When
I say, "Salesperson" to you. What immediately comes to mind?
Do you see a fast talker in a bad suit? Is this person arrogant
and pushy? Does this person hear a word you're saying or does
he/she speak over you? Does this person ignore your questions?
Is this person a know-it-all? Will this person not take "No" for
an answer? If you raise a concern will this person make you feel
stupid?
I had first titled this article, "Key Secrets to Being a Great
Salesperson," but recognized that just by using the word,
"Salesperson," fewer people would read the article.
The negative or positive association of a word is powerful!
Although you are an entrepreneur, you are also a sales person.
You are in the business of selling a product or service to
others.
How would you like to be viewed as a salesperson? Would you like
others to see you as:
Authentic? A good listener? Genuinely concerned for the best
interests of the buyer? Understanding? Professional? A person of
high integrity? Trustworthy? Knowledgeable? Honest?
These are not only skills. They are behaviors; behaviors that
must be embraced and practiced.
Others may have a better product or service, or lower price than
you, but clients and customers will naturally gravitate to the
seller who makes them feel valued, respected and heard.
I'm sure you have been in a situation where you opted for a
product or service you didn't originally have in mind because of
the way the salesperson made you feel.
I know I have.
Buyers need to know the facts and benefits of a product or
service, but they also need to have a sense of relationship with
the salesperson.
Take a look at yourself from the buyer's perspective. How are
you coming across? Does the prospective customer or client walk
away from your interaction feeling empowered, valued and
understood?
These skills are not only necessary for selling products or
services. You sell yourself to others every single day.
How you make people feel determines whether or not they want to
do business or have any other type of relationship with you.
Keep these thoughts in mind as you go throughout your day.
Become aware of the impression you create for others and if you
are not satisfied with the results, modify your behavior,
measure again and keep fine-tuning until you see positive
results.
Become the kind of salesperson people will recommend to their
friends and acquaintances and watch your business grow.
About Author :
Laurie Hayes is a Life Strategy/Small Business Coach and founder
of Where the Heart Is Life Coaching. 
