The Making Of A Good Salesman

Sales and marketing

There is a certain connotation attached to being a salesman. Almost everyone will see you as someone who likes to push products or service onto others. On the other hand it can be seen as quite prestigious to be referred to as a good salesman. It is quite an art to turn customers no's into yeses and to overcome objections with ease to the point where your customer run out of objections and feel obliged to confirm the deal. As as salesman you should be proud of yourself that you have the ability to turn a no into a yes.

Come to think about it, the one profession, where what you could earn is not limited, is being a salesman. You are the one that determines your own paycheck at the end of the day. You may choose to work only one or two days in a week, but be sure that it will reflect on your paycheck at month-end if you chose not to give it your all.

Contrary to common believe it is really not necessary to subject your customers to small talk and getting to know the whole family before you try to close the sale. To have a greater measure of success, you should get straight to the point and use very few words. The saying goes that you can talk yourself out of making a sale. In fact, there is no need for you to be a smooth talking slick person to be a salesman, all you need is a positive attitude while being yourself to become an exceptionally good salesman.

The Key to Being A Good Salesman

Have you ever been in touch with a family member or friend of yours where you experienced a down feeling due to them being negative? It goes without saying that whatever mood the person you are facing are in, would rub off on you. One crucial point that every salesman should remember is to maintain a warm, friendly and positive outlook when out in the field, selling over the telephone, or when they are hosting a seminar or workshop. It will rub off on those around them and get them sales sooner than they think. Being positive as a salesman is key to being successful. No one is without problems, but you should set aside your concerns when you are out to close a deal as it can have a negative impact on the commissions you make for the day.

Another key component needed to being a good salesman is to make a solid first impression. By giving the other person a firm handshake while giving them a warm smile and looking them in the eye, instills confidence in your abilities as a salesman that knows his product while being able to relate the various benefit of the relevant product or service to the customer. Whether we agree or not, in almost all cases the customer buying the product is doing so due to the impressive way the salesman handled the whole transaction. They are in effect buying the salesman and not the product as they like him.

Unlike what some salespeople would think, it is important to mention the price of your product at the start of your sales pitch. Even though the customer may think that it is way to expensive, it gives you as the salesman the ability to convince them by listing all the benefits and features. In addition, they will not get a big fright at the end of it all and start thinking about their bills, school fees, rent, lunch money, etc.

Reading the customer is key to being successful when perfecting your sales technique. Some customers would be fearful, other will be prideful, and some would be caring. This will enable the salesman to choose which sales-pitch will have the desired effect. Fear is generally a good sales technique to make use of. When you think of very good vacuum cleaners, you will find that a good salesman would state how it can eliminate dust mites and other allergens that is harmful to their health. Looking at the customer's body language when you do this gives you a good indication as salesman that they are ready to buy. The eBook "The Ultimate Salesman" is a good source as it goes on to demonstrate what is all needed to become good at what you are doing as a salesman.


Anthony Khoury

Anthony Khoury

Owner at The Small Business Doctor

Aspiring entrepreneur and marketer. Loves building start ups and small business in general. Just released a book called The Beach Bum Millionaire: How to build a Million Dollar Business The Lazy Way


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John Belchamber

John Belchamber , Owner & Senior Consultant at Invoke Results

Great article Anthony, It's amazing how many of the sales people I've assessed over the years suffer from 'Role Rejection' - where by deep down they don't feel being a sales person is a good thing to be. I once came through Sydney International Airport and a colleague who had written 'Sales Person' on their customs card under 'occupation'. The Customs Officer read the card, paused looked up and said "Salesperson....you don't see many of them".