How to be a successful sales & marketing person

Sales and marketing requires some skills. These skills can be acquired through conscious practice. Nobody is born with skills. Doctors or engineers are not born as doctors or engineers and neither there are any born salesmen. Qualities in any discipline is mastered through knowledge, skills, training and applying those knowledge and skills. Desire and motivation is the key to apply our knowledge and skills.

1)Avoid Procrastination



We all procrastinate at some times or other. Successful people also wants to procrastinate, but they do away with it by any means. Procrastination is convincing self with excuses for not doing the job on time. A task accomplished is satisfying not withstanding the outcome, whereas an incomplete task fatigues us more and drains out our energy.
So we should get into the habit of "doing it now."

He slept beneath the moon
He basked beneath the sun,
He lived a life of going to do
and died with nothing done.
-James Albery.

2)Attitude



Attitude is the foundation of success. Our attitude determines how we look at our life and the situations surrounding our life. We should build positive attitude towards our life. To a positive thinker, a setback can be a stepping stone to success whereas to a negative thinker it can be a stumbling block. Attitudes are generally formed during our early years in life, which depends on environment, experience and education. If we acquire a negative attitude by design or by default, we can change it but it's not easy. We should consciously be aware of the principles that builds positive attitude and discipline ourselves to practice those principles. People with positive attitude are caring, confident, patient and humble. They have high expectations of themselves and others. They anticipate positive outcomes in all situations.

3)Enthusiasm



Enthusiasm is infectious. We may not feel enthusiastic all the times but we should act enthusiastically to feel enthusiastic. Action in any case, always leads to the desired results. An enthusiastic sales person is more acceptable than an unenthusiastic one to the customers. Enthusiasm and excitement affects others also.
If we don't feel like being enthusiastic, we should force ourselves to act enthusiastic, and we will become enthusiastic. Enthusiasm isn't merely an outward expression. Once we begin to acquire it, enthusiasm works constantly within us. A selling idea may occur to us....that idea begins to develop and finally we become consumed with enthusiasm to put that idea into action.
Enthusiasm helps overcome our fear, become more successful in business, make more money, enjoy a healthier, richer and happier life.

4)Self Esteem


Self esteem is the respect we feel for ourselves. It's absolutely essential for success. We can't respect others until we respect ourselves. Self esteem is the core of all we think, say, do and feel. It's always changing, and in process; it is intangible but recognizable by our behavior. We may feel a lot of self-respect one minute, but not the next.
Self esteem is not a result of our income, reputation, dress, educational level, religion, or sex. Simply put, self esteem is how we feel about ourselves. So the bottom line is, "We should always feel positive about ourselves, no matter what the situations are.

5)Motivation



Motivation is something that encourages action and feeling. Our motivator may be money, recognition, acceptance by others, improvement in our lifestyle, spirituality or any thing else.
Motivation is like fire, unless we keep adding fuel to it, it dies down. However, if the source of motivation is belief in inner values, it becomes long-lasting. Motivation is the driving force in our lives. It comes from a desire to succeed. It can persuade, convince and propel us into action. It is a force that can literally change our lives.

6)Seeing People



Selling is a number game. The more we work the numbers, the more we become successful. The law of averages governs the success of every activity in life. Say for example, if we make 10 phone calls to customers, 5 would agree to an appointment, 1 may not keep the appointment and out of the 4 whom we could complete our presentation 2 may agree to buy our product. Of course this is shown as a model, it may not work exactly that way but ultimately this is the process through which we have to go to increase and close our sales. The more we see our customers, the more we increase our chance to win. This also improves our selling skills as practicing more helps increase skills in any field.
Another important factor is keeping records of the averages and statistics of the selling activities. This works as the key to sustained motivation and handling of rejection because when we focus on our averages, the rest doesn't bother us. Without records, we have no way of knowing what we are doing wrong. We can get more inspiration out of studying our own records, than out of anything else. To keep records, we would have to get ourselves organized and plan properly. Because keeping records, requires some intensive kind of work.

7)Get into a "Public Speaking Course"


These days, there are many "public speaking courses" held by the motivational leaders. These courses helps overcome fear and develop courage and self-confidence. In these courses, when we make a talk at every meeting, we lose our fear of speaking to an audience, we lose our fear of speaking to individuals, no matter how big and important they are.

8)Finding out what People want, and helping them get it



The most important secret of salesmanship is to find out what the other fellow wants, then help him find the best way to get it. It means "how to get to 'YES' from our customers. When we talk about our business, the client may raise objections to anything we say. This is not because of the validity what we said but because we said it. But if our client says about it then it's their idea not ours. This makes the idea acceptable and they feel no urge to raise objections about it. So the way is to start the conversation, create rapport by telling about ourselves and finding about them. The object of this is purely to sell ourselves. If the person likes us, there is a good chance they will like what comes with us. Then we should hand over the stage to them to do most of the talking while we should listen intently with occasional questioning, never letting them get away from the things they want. This may require some skills which we would be able to develop through practice. We should remember that, "there are no uninterested prospects, only uninteresting presentations."

9)Look your Best


It is said, "the first impression a man or woman makes is in the first 30 seconds that counts." So it is wise to have a professional look as a sales person. Men should have their hair trimmed properly, have a clean shaven face, have 3-4 sets of shirts, trousers, suits and ties to wear every alternate day. Also at least two pairs of shoes to wear alternately and properly polished. No casual dresses please. Ladies should also dress properly, wear light make up in their face and what else are required to put a professional approach. Someone had said, "Clothes don't make the man or woman, but they do make 90% of what we see of them.

1)Make Appointments



Be expected. You gain a big advantage when you make an appointment. It tells the other person, you appreciate the value of his time. Unconsciously, he places more importance on the value of your time.

2)Be Prepared


Proper preparation ahead of any event is absolutely necessary. Plan how you would open your talk, points you want to cover, your close. Have your laptop with you, have your brochures, arrange for demo, if possible. Take notes of your customer's quarries in your notebook. This would make the customer feel that you care for him and you are serious about your business.

3) What is the Key Issue



This what is the major point of interest or what is the most vulnerable point? If you are able to find it, then you will win business in competition with others. Never try to cover too many points, don't obscure the main issue, find out what it is, then stay right on the beam. Make keyword notes, review this notes again and again, unless you know exactly what you are going to say and how you are going to say it.

4)Ask Questions



The importance of asking questions is a vital subject and is a big factor in successful selling. Asking questions helps to get friendly with your prospects. Put your ideas in the form of questions, and every time your prospect offers an objection or comment, ask another question while trying to get him in the affirmative to your questions. Questions rather than positive statements, can be the most effective means of making a sale, or winning people to your way of thinking. Inquire rather than attack.

5)Create Confidence



If you are absolutely sincere, there are many ways you can create confidence with people. Praising your competitors will help loosen up your prospects and raise their confidence in you. also imagine yourself as an employee of that company while conversing. In that way, you may feel the excitement and enthusiasm in what you say and also it will help you to be totally fearless and have the command over the situation.

6)Express Honest Appreciation of Your Listener's Ability


Everyone likes to feel important. People are hungry for praise. People are starving for honest appreciation. But we don't have to go overboard. It is much more effective to be conservative with it. It should not sound as a flattery. People can distinguish between these two.

7)Always Put a Friendly Smile on Your Face


It takes more muscular contractions to frown than to smile. So why not be effusive with it? Always have a pleasant smile while in conversation with your prospect or with anybody else. Smile lightens up everybody and helps them ease up.

8)Put YOU in The Interview


Always use the word 'You' or 'Yourself' as much as possible in your conversation with your prospect. It makes them feel important. Try to minimize use of 'I' or 'my' as it makes you important over your prospect. See things from the other person's point of view and talk in terms of his wants, needs and desires.

9)Assume a Close


Have a winning attitude. Closing the sale is your ultimate goal.

Success is the progressive realization of a worthy goal.
-Earl Nightingale.
Success is a journey, not a destination. After we reach one goal, we go on to the next and the next and so on. Success is an experience. Outside forces cannot make us feel successful. We have to feel it within ourselves. It is internal not external.
We have to overcome many hurdles to achieve success. People who have overcome obstacles are more secure than those who have never faced them. It is said, "Failure is the pillar of success." We all fail time and again in our endeavors in life but we should learn from our mistakes and carry on from there. Every adversity brings with it seeds of equal opportunity. Tom Watson Sr. said, "If you want to succeed, double your failure rate." A calm and smooth sea never makes a skillful mariner.
Success means many wonderful, positive things in life. Success means personal prosperity, financial security, a fine home, car, vacations, new things, peace and happiness in life, everything. Success means freedom: freedom from worries, fears, frustrations, and failures. Success means winning admiration, leadership, recognition, and self respect. Success means winning. Success-achievement-is the goal of life.

Some Rewards of Success

Given here are the names and websites of some motivational speakers. You may have a look at these, which might serve your purpose.

1) Les Brown
International motivational speaker and author.
http://www.lesbrown.com

2) Barry Maher
Leadership, sales training, sales and communications, management.
http://www.barrymaher.com

3) Speakers Bureau @ I.C.M.I.
Good motivational speakers such as Peter Davidson, who are able to connect with their audience.
http://www.icmi.com.au/

4) Motivational speakers and workshop leaders.
All interaction takes place through this website. View photographs and complete application online.
http://www.speakermatch.com/

5) Craig Harper
Motivational speaker, self improvement speaker.
http://www.craigharper.com.au/

6) Jim Donovan
Sales seminars, productivity, motivational speaker and international best selling author.
http://www.jimdonovan.com/

If you like, you may search Google for more according to your choice and location.

The following books have been immensely helpful in compiling this topic. I would strongly recommend to read these books, if not my topic.

1)How I Raised Myself From Failure To Success In Selling: By, Frank Bettger.
2)The Magic Of Thinking Big: By, David J. Schwartz.
3)You Can Win: By, Shiv Khera.
3)No Excuse! I'm Doing It: By, Jay Rifenbary.
4)Questions Are The Answers: by, Allan Pease.