process, including needs assessment, solutions, trial close, overcoming ob- jections and closing the sale. Blend these elements into your personal- ity, and use them when they can solve a problem or move the sales process forward. Rather than an obvious series of
steps that lead to closing the sale, this process should seem more like a con- versation between you and your cus- tomers and end with them getting what they want. A point to remember: If someone
calls you, or walks into your busi- ness, the odds are that this person is seriously interested in buying your product.
product will improve a customer’s life or situation. There is no greater frus- tration than a salesperson who knows little about their product. An expert will know when she doesn’t have the information, and will find it or call in someone who can answer the client’s question.
3Know your product
at the top of their sports have coach- es. Choose someone you admire in the field of sales, and then study this indi- vidual and the techniques he uses. Ask him to help you hone your skills, and solicit his advice.
4Get a mentor
be a great salesperson, you must be all these things. You must also enjoy spending time with people. If you don’t love people, don’t get into sales. As with most people, you’ve prob-
1
ably experienced the unprofession- al salesperson. This is the individual who: • looks unkempt • doesn’t know the product
Have the right attitude Positive, pleasant, confident, resilient and professional—to
• has no interest in customers’ needs • wants to simply close the deal
The unprofessional salesperson can
seem just plain rude. He may shout a question to a co-worker across the lobby, and he may give the impression he would prefer to speak to someone other than you.
2Know the basics
and information, via courses, confer- ences, regional meetings, seminars, night school, CDs and books. Or find a person or group that welcomes role playing. Practice makes perfect.
5Educate yourself
how they say it, why they say it, when they say it and who actually says it. Make notes and learn from your liv- ing lab. Go back to the people you sell to ev-
6Study life and people Know all the elements of the sales
ery day, as well as the people who did not buy from you, and tell them you
» January/February 2014 Fitness Business Canada 17
Understand completely how your
Learn from the best—even athletes
Look for ways to learn new skills
Learn to observe what people say,
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