Career development: Top tips for salespeople
There are at least six key rules salespeople must keep in mind. A successful salesperson needs to have better skills than just the power of persuasion to get people to hand over their hard-earned cash, an industry insider says.
It takes six key measures, which can be developed through on-the-job experience and study, to ensure a sale is a success for the buyer as well as the sales staff.
Real estate development officer Denise Smith, who sells homes in residential and care villages, says the principles of selling stay the same, whatever product or service it is.
Smith says salespeople don’t often deal with impulse buyers so they need to hone their skills to be successful.
“The most enjoyable part of the way we sell is forming relationships with our buyers,” she says.
“Moving from your home to live in one of today’s many retirement living options is not a decision that is made quickly.”
She says it can take her two or three years to build a relationship with a customer while they wait for the right accommodation to be available for them.
While many sales are made much sooner, the same need to nurture the relationship is required, Smith says.
“We understand that our customers will only buy when they are ready,” she says.
“So, like any good salesperson, we need to be patient and only act as guides while people make their own purchase decisions.”
Ms Smith’s sales tips are:
KNOWLEDGE
A good salesperson needs to have superior product knowledge.
“Having knowledge of all villages and services available enables me to assist customers in decision-making. It ensures they choose the appropriate accommodation for their needs from a range of options,” she says.
LISTEN
Listen carefully to what clients tell you about their needs or what they think are their needs.
“But engage them in casual conversations, so you can carefully and truly assess their actual requirements,” she says.
BUILD
Be compassionate and honest towards your customers, as it builds trust while gradually developing a relationship.
“If appropriate, speak to family members who may be participating in the decision,” she says.
PATIENCE
Guide and support the buyer through the process.
“I help them to visualise themselves in their new home,” she says.
SUPPORT
Ensure the customer has appropriate support networks.
“This can be to assist in their moving, setting up and settling in,” she says.
FOLLOW-UP
Follow-up is important to see they are settling in comfortably and have sufficient knowledge.
SALES TIP
Buyers also can benefit from dealing with a skilled salesperson.
“I encourage people to find out as much as they can about the options available,” she says.
“Do not wait too long. We meet a lot of customers who wish they’d made a move a little earlier.”
