We will briefly summarize seven important key points from a famous book titled "Sales Bible". It is one of the best books among 10 other books that every salesperson should read and have on hand at all times. This book clearly states the strategies and techniques of selling that were implemented by the author himself. And those strategies have brought him great success over the long term as well. Therefore, so as not to keep you all waiting long, let's go and understand those seven important tips, what they are, together as follows.
First tip: The success of sales begins with a positive attitude. In a book titled "The Strangest Secret", which was written by Mr. Earl Nightingale, he wrote that we will become what we think about. In other words, our thoughts create our attitude or a belief system that encourages us to dare to speak and to dare to take action. Your attitude is the most important thing in selling, not your sweet tongue. Many studies conducted across the United States have shown that a salesperson's attitude is the most primary factor. If the salesperson has a bad attitude, it will lead to failure in sales, without a doubt. According to one research study, a bad attitude from a salesperson can create a 50% chance of failure in a sale. And other contributing factors that will lead to failure in this sale also include weaknesses in communication skills, such as through words or through written email correspondence. This factor has an influence on sales of up to 20%. As for another 15%, it is caused by weak management skills, and with another 15%, it is caused by not receiving proper training. According to these statistics, it means that changing your attitude alone can also greatly increase the chances of success in sales. To change your character, you must rely heavily on your own self-discipline. To develop a positive attitude, you must think of something that can motivate you to always move forward, not something mundane that you think you want to do once in a while. One way to make your determination more specific is to write a statement that includes your purpose and your thoughts, or anything else you think is important to you, and the methods you will use to do it. Your statement doesn't need to be long and elaborate like a novel. For example, "My mission in selling is that I must sell to the best of my ability, help the people around me, and enjoy doing all of those things." A statement like this is influential and targeted enough already. Don't make yourself too complicated. The key concept here is to simply remind yourself daily of your desires, as well as your ideas or something short and easy to remember, something interesting that can motivate you not to be lazy or to procrastinate.
Second tip: Friends like to buy from their friends. Therefore, creating friendships or relationships outside the office will help you sell more. When you were young, your parents told you to be kind and likable to others. They weren't just advising you to become a good person, but they also gave you a solid principle for selling. Friendship is very important in sales. The bond of friendship is said to cover the opportunity for success in sales by up to 50%. Salespeople who are full of ambition believe that the excellence of their products and services can motivate customers to make a buying decision. But in reality, we observe that a successful sale is due to trust and the warm rapport of the relationship between the buyer and the seller. A warm rapport in the relationship with the buyer brings many qualities. For example, you don't need great sales techniques to sell to your friends. Moreover, you can also expect that your friends will give you feedback and constructive criticism with honesty. As for your product, it's the same. And competition is almost non-existent. But the question is, how can you turn a customer into a friend you can trust? In reality, it starts with an act of showing your customers that you care about them. Unfortunately, many salespeople consider that interacting with a customer without selling anything to them is a waste of time and energy for nothing. In the short term, looking at it this way seems to be correct in a way, but holding on to this kind of attitude means you might lose a wonderful opportunity that can arise from a warm rapport in a relationship. If possible, meet your customers outside your workplace. Take them to a concert, various sports events, or something that is not related to your sales. And show them that you are genuinely interested and want to be their friend, not just their wallet. Building a relationship with a buyer not only increases sales, but it also helps to create a good personal feeling in carrying out your work.
Third tip: Successful salespeople can always change a "no" answer into a "yes" or "okay" answer. If you are in the sales profession, you will hear the word "no" frequently, that's for sure. But what should you do if you receive this answer? First of all, you need to know that a "no" from a customer is not a rejection of you or your service. But in most cases, it indicates that you haven't motivated the customer enough yet. This might make them not yet confident in buying or they might have other problems that they haven't told you about yet. It is your job to understand clearly about their objections, which most of the time, they will not tell you their true feelings. And they do so because they have their reasons. They might have many questions still about your product, or because they want you to use more persuasive words, or want to get some additional offer. In general, there are many reasons why your customer says no. Sometimes, they don't give a direct "no" answer. They often give answers like, "Let me discuss with my family first," or "Let me think about it first," or something like, "It's over my budget," and so on. If you reach this point, you have made a mistake. Re-evaluate your situation to see if your customer truly has the full authority to make the buying decision. At the same time, determine whether you have built a good enough relationship yet to be able to clearly understand the personal needs or business needs of your customer. The tactic to overcome these objections lies in your preparation. If you encounter an objection, it's likely that you haven't prepared well enough beforehand, such as not asking the right questions or not listening carefully. If you don't know the real problem, listen to the objection from the customer carefully and seek clarification on the reason. Ask questions like this to your customer. For example, "Can you tell me about your problem? But I think you mean something else. Is that true?" If they respond positively and give you more information, confirm that information by rephrasing it like this, "If that particular problem wasn't the issue, would you buy my service?" At this point, if things can proceed as planned, there is only one thing left to do.
Fourth tip: Don't be shy about asking for the sale. But the next step is to close your mouth to give the customer a chance to say "yes" or "okay." There are many books and articles related to closing a sale successfully. Why? Because if you don't know how to sell, preparation, techniques, or closeness with the customer still can't help you achieve complete success. The final question should be a question that requires an open-ended answer and avoid questions where the answer comes out as "yes" or "okay" or "no." If you give the customer an opportunity to say "no," they might indeed say "no." The most important trick when closing a sale is to stay silent after asking your final question. If you continue to proceed with more questions, you will reduce the pressure that could compel them to make the buying decision. An easy way to keep your mouth shut and not talk is that you must remember this simple principle: After asking the closing question, whoever opens their mouth to speak first is the loser in this game of closing the sale. If your customer is still hesitant, uncertain, and with the buying decision, then it's time for you to use a measure that they call the "puppy dog close" technique. So, what is the easiest way to sell a puppy to someone? Based on experience, you should give it to someone you see who likes dogs and let that puppy stay with them for a full night to try it out, and bring it back to the shop the next morning. According to observations of this case, nine out of ten puppies will not be returned to the shop. They buy it right away the next morning because everyone has fallen in love with that puppy. If you have ever test-driven new cars that they have on display for test drives, or have tried a membership for a service for free, or received a magazine that they distribute for free for a certain period, you will feel that this "puppy dog close" technique sometimes is truly effective in creating a desire to buy and is very successful too. There's nothing to be surprised about. This technique is among the most effective sales methods, and it can transform a customer's choice from "no" or "maybe" to a "yes" or "okay" easily.
Fifth tip: With good and loyal customer service, you can succeed in selling again and again. Imagine all the work you have set out and strived to do to get a successful sale. But that success is stalled and lost because of words or inappropriate gestures, slow responses to electronic messages, or indifference to customers, and so on. This mistake not only makes you lose in the present, but it has also caused you to lose special target customers who might have ordered from you in the future. No matter what you do, please do not let success turn into failure because of a mistake in customer service. Customer service means striving tirelessly to exceed the customer's expectations for a service or product. Therefore, build and maintain honesty. But the question is, how can service be more important than the sale? To be precise, customer loyalty is the most valuable asset you have because it guarantees future sales and can help eliminate competition. Loyal customers can give you trust, but they also continue to test and evaluate that trust. Therefore, do not compromise this valuable asset by cutting back on implementation and efforts to strive for excellence in your products and services. In practical application, it means you have to take responsibility for all complaints that arise, even if the problem that occurred is not your fault. You cannot prevent bad things from happening all the time, and it also doesn't mean that every customer will not bring their dissatisfactions to you. Consider and regard every single complaint as a blessing for you, because each complaint can strengthen the relationship between you and the customer. And it is also a factor that encourages more and more sales. It doesn't matter who is responsible when a customer is disappointed. At this time, the most important thing is to acknowledge their complaint. They want to solve the problem, and if you solve the problem for them, you will become their problem solver. When you solve your customer's problem, it shows that you are a person who sticks to and cares about their words or concerns, and are a person who does not evade problems. This provides a foundation for a long-term relationship, and it can become a testament to your service for other customers in the future as well.
Sixth tip: Make yourself into a new type of salesperson, a type that is known as a salesperson who doesn't look like a salesperson at all. Up to this point, you may have noticed that most of what can make a person a great salesperson is actually strong communication skills, combined with problem-solving skills, not great sales techniques. However, more and more salespeople have come to realize more clearly that a deep understanding of customer needs and products is equally important and requires the highest level of attention. Consider the case of Mr. Clarkson Jones, who worked for a company specializing in repairing and maintaining forklifts. His job was to inspect workers and operate heavy equipment, not to sell that equipment. But nevertheless, customers always came to him when they wanted to place an order or discuss other projects with him. Do you know why customers only look for Mr. Clarkson Jones? In truth, Clarkson Jones knew his products very well and could solve customers' problems effectively and in a timely manner. Moreover, he was very good at communicating with people. Customers preferred talking to him more than to the actual salespeople because the customers knew that he was not trying to sell them anything. On the contrary, he provided honest consultation with the goal of solving the customer's problem effectively. Clarkson Jones represents a new type of salesperson: a salesperson who doesn't look like a salesperson. This type of person, they do not try to talk to persuade customers, but they truly consult with customers to find the best possible solutions for them. This type of salesperson knows the product both inside and out and understands the strengths and weaknesses of the product. They share it with customers so they know when and how to get the most out of those products. In short, they will not sell something they know doesn't work. Many customers are threatened by salespeople who are irresponsible people who do everything just to get a successful sale, even though they know it is not suitable for the customer. Therefore, you must overcome this obstacle by showing a deep understanding of the product and a genuine interest in solving the real problems of your target customers. A successful sale is the development of a proper attitude, focused on trust from the customer and a strong relationship, including a warm rapport with the customer as a truly honest friend, and trying to understand what your customers want and what they need. If you can do this, you can generate a lifetime of income for yourself, for sure.
Seventh tip: Remember the following commandments to become a successful sales professional. This is a comprehensive set of commandments about sales. These commandments must be something that every salesperson should not forget. And every salesperson should memorize and keep them in mind at all times. Remember and apply these 28 commandments when things are operating normally.
1. Be positive in your mind at all times.
2. Set clear goals and work towards them.
3. Plan your network of people and work on developing the network you have planned.
4. The people you know must be important people. Therefore, you must know and make yourself important so that the people you want to know will know you.
5. Maintain a reputation in your community. Volunteer or lead any activity that the community recognizes and values.
6. Help others achieve their goals, and they will help you achieve your goals as well.
7. Have a good time all the time. Even when receiving criticism, you can still enjoy and learn from it if you think of it as something you can learn from.
8. Look far ahead. Try to find opportunities for success by providing various services to other people.
9. Treat every relationship you have as a long-term relationship.
10. Attitude, conviction, and optimism are important. You must build and maintain this value without giving up.
11. Sell what customers want and need, not what you have in your hand.
12. Increase closeness. Gather as much information about your customers as you can by using it to help with your sales.
13. Become friends with your customers because they will buy something from people they consider to be their friends, as they do not trust salespeople.
14. Compete on the basis of a strong and long-term relationship with customers.
15. Find other things that you and your customers have in common, such as hobbies, family, or playing sports. Start your relationship from those points.
16. You must gain the trust of your customers at all times.
17. Have a good time always, with a cheerful mood and a charming sense of humor.
18. Don't make yourself look like you're trying to sell something to someone. Apply these commandments daily. These commandments are important, especially when things are not going well, such as during an economic downturn, and when everything is slow. Remember these principles of success:
1. Your competitors are targeting your customers. Therefore, you must protect your customers.
2. You should compete on relationships, not on price. Strengthen those relationships to be strong and better.
3. Practice improving your skills right now. Prepare some budget for various trainings related to sales. 4. Inspect the quality of your sales. You must be sure that you are good at what you have to do. Cut out what is not necessary.
5. Grow your network of people as if you were just starting out.
6. Maintain your presence in your community at all times. Be a leader or a volunteer to build your reputation for yourself.
7. Provide customers with information they need and find difficult to get elsewhere. Not just information about the product, but information that can make your customers have a reliable source of information as a basis for their decision-making.
8. Your reputation depends on you. It is what others value in you. Therefore, build and maintain it well. 9. Make decisions by focusing on the vision you want to reach in the end, not just on the sales quota that you need to achieve.
10. People still buy, even if there is an economic crisis. Find solutions to problems, don't just complain about them.
11. Study the attitude and psychology of people. Understand attitude in detail and continue your reading daily.
12. Invest in yourself and invest time in creating a good attitude that can build your reputation among your network of people. Do not stop investing in yourself.
13. Make a change happen for real. Make yourself different from others, to be interesting and a memorable point for other people.
14. Invest in your presence on social media, websites, and other internet systems. Use these tools for your success.
15. Practice, study, and cultivate high creativity.
16. Learn from the rejections of customers. Learn to understand from the experience of failure in sales and be determined to change a customer's "no" to a "yes."
17. Wake up early and go to bed late. Work for your dreams while the world is sleeping.
18. Be a person who wakes up early. Then your mind will function better. Your thoughts will be sharper. 19. Free time from work is the time you should spend on plans to improve yourself to be even better. Your free time is a factor in determining the quality and productivity during your work time.
20. Put your goals in front of you. Remind yourself of them daily, twice a day, and focus your attention on all those goals.
21. Prepare a step-by-step plan, simple and daily, to move towards your big goals.
22. Invest in yourself with money, as well as with your time. And promise yourself that you will do everything to create a return, for sure.
23. Your attitude is everything. Therefore, you must think positively always, no matter what the situation is. Only you can make a change happen in your life, not your company.
24. Be a child again. Because most of the time when a child wants something, adults will try to find it for them. Remember the following successful sales mindsets:
1. Have a positive attitude and believe in yourself.
2. Set goals and plans to achieve those goals.
3. Learn the basic principles of sales and practice them regularly.
4. Know your customers. Understand what they want and need.
5. Sell to serve the customer, not just to make a profit.
6. Make your relationships loyal, valuable, and long-lasting.
7. Have faith in your company and your products.
8. Prepare yourself to look like a professional sales expert.
9. Build trust and honesty. If you always speak honestly, you will not have a problem maintaining your stories.
10. Keep the promises you have made.
11. Sell to people who need it, people who can decide to buy your product right away.
12. Be humorous and cheerful.
13. Know your product very well.
14. Sell the actual results that come from your product after the customer uses it, not just the product itself.
15. Do not speak negatively about your competitors. If you cannot say anything good, then do not say anything at all.
16. Find customers who are satisfied with your product to be your witnesses.
17. Pay attention to the customers you see have a high chance of buying.
18. Prepare for the rejections from customers who are just browsing, who do not yet know your product clearly.
19. Understand the reason for the customer's rejection and prepare to change that answer.
20. Trust triumphs over the customer's rejection. Therefore, you must build trust with your customers to the highest level.
21. Understand your customers. Know your customers' hearts, and you will achieve success in sales, for sure.
22. Know when you should speak and when you should not speak.
23. If you know that you are not going to make a successful sale at this time, try to make contact or schedule an appointment for a sales opportunity in the future. Because you will lose the opportunity altogether if you let the customer go without leaving a phone number for contact.
24. Frequently connect with your customers. Do it again and again. If you have to make a plan to call customers, then do it according to the plan. Do not betray your plan.
25. Remember that a customer's rejection is not a rejection of you. But it is a rejection of the sale of your product only.
26. Be flexible. Prepare yourself for change. Learn to be a person who can change easily.
27. Respect the rules and customs.
28. Be a person who knows the right time and place.
29. Luck is the result of hard work.
30. Do not blame others. You must dare to accept fault and dare to accept being right.
31. Fight, fight, and fight.
32. Remember that it is a numbers game. You need to understand how many customers you need to target, how many presentations you need to make, how many phone calls, how many appointments you need to have to achieve your sales goals.
33. Maintain your ambition and your passion.
34. Create a positive and lasting impression on customers. Then they will remember you and speak well of you to others, for sure.
35. A smiling and cheerful face at all times, no matter what the situation is.
36. Remember that attitude, plus a sense of humor, combined with action, equals the opportunity to achieve success in sales.
37. Listen and learn from your customers. Building a close relationship with customers is everything. And trust is the next thing. Do not look for shortcuts and do not be lazy.