Selling ideas or products to known people involves different dynamics than selling to strangers does

A sales person needs to interact convincingly and effortlessly with strangers

Selling involves

PeoplePackage of emotions and feelings

A successful sales person needs

Domain knowledgeProficiency in skillsRight attitude

Knowing the product

Knowing the process

Understanding customers’ objections

Listening skillsListening skills

Sales people need to be good listeners

Questioning skillsQuestioning skills

Ask right questions to the prospect

Identifying buying signalsIdentifying buying signals

Based on these signals, a sales person can plan his next move or question.

Negotiating and closing skillsNegotiating and closing skills

Creating a win-win situation for both the customer and themselves

ConfidentConfident

Confidence helps them to take rejections in their stride and bounce back with enthusiasm.

Persistent and determinantPersistent and determinant

The determined person refuses to accept defeat and goes on to attain what he wants.

Maintain a long-term relationship with Maintain a long-term relationship with customerscustomers

Need to view each sale as a stepping stone towards earning the goodwill of their customers.

Having a friendly personality

Accountable for themselvesthemselves, their customerscustomers and their organizationorganization

The instructor should be a person of substantial authority who can command the attention of

learners

A suitable method should be adopted to help form the right attitude

Sales people need to be receptive and willing to change

The learning environment needs to be conducive to learning

Classroom setting - Instructor has to be sensitive while delivering the training program

eLearning or an online program - Individual sensibilities and sensitivities have to be kept in mind

Share stories or anecdotes about how positive attitude changes situations

Give exercises to develop a ‘positive’ vocabulary

Using Role plays and games to reinforce the attitudes

Attitude of salespeople determines the altitude to which they can rise in their career

and in an organization.

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