May 23, 2012 Leave a comment
These come from some notes I took from training in a past sales job right out of college. It was direct marketing and I hated it, but the information I gained proved useful over the various jobs I would hold since. Some of these are common sense, others require a bit of study to develop, and they are all open to your own interpretations. They are as follows:
1. Have a great attitude:
Having a positive attitude and great enthusiasm will help you move products, make new clients, and build a bigger network.
2. Be on time:
Time is money, right? If you are early, you are on time; if you are on time, you are late. Arriving early allows you time to prepare and relax before a sales presentation, conducting a training session, or just to prepare for your work day.
3. Be prepared:
This means to be prepared mentally and physically. Be proactive to plan your day and your future. Make sure you are well rested and fed to have proper energy.
4. Work a full day (8 hours):
Work a full day, or as long as it takes to hit your goals or complete your work. People notice hard work, just as they notice someone who cuts corners. Just because your day is almost over, don’t cut short a sales pitch or from completing a project task when you know you could close the deal or finish the work. A little extra effort can go a long way.
5. Work the territory:
Work your territory correctly by talking to everyone, seeking out any and all opportunities, and making sure you don’t leave any rock unturned. If you are doing retail sales, understand the local demographics and what people like. In direct marketing, learn about and connect with the local businesses. If you work in an office, know your teammates and clients and what their expectations are.
6. Maintain a positive attitude:
Safeguard your attitude. Remember that each NO you hear in sales brings you closer to a YES. If you put in training requests at work and are told no, eventually, with persistence, you will get the approval. If you go through several sales presentations, eventually you will get that yes. You will go through many rough patches and become frustrated with customers, coworkers, and products. An old saying goes, “Leave it all on the playing field.” Never carry around a poor attitude, and definitely don’t wear it on your shoulder.
7. Know your role and purpose:
You should know why you are here and know what you are doing. You should use the sales field or production environment, depending on your line of work, to your advantage to learn what it is you are doing (role) and why you are doing it (purpose). Use it as your tool to learn the business, to define your goals, and to work towards those goals.
8. Take control:
Take control of situations, of customers, and of your future. You alone can dictate your outcome.