Direct selling can be one of the highest paid jobs if you are good at it, but it can be a stressful low-paying job if you aren’t making sales. Here are a few tips to help ensure that you become a top performer in your industry.
Tip #1: Start by Building a Connection
Building rapport and connection with your future clients is an essential part of being a great salesperson. Customers want to know that they’re doing business with someone they can trust. They also want to get to know you as a person, not just as “The Sales Guy.” If you can get to know them and let them get to know you, your sales ratio will increase.
Tip #2: Ask for the Sale. Then Ask Again.
One mistake salespeople often make is not asking for the sale. In every interaction, you need to always be powerfully asking for the sale. There’s a thin line between being too pushy, and being professional and friendly, yet persistent. Being good at direct sales means knowing how to keep asking for the sale with a smile on your face. Get used to hearing “no” without taking it personally. This alone separates many top salespeople from novices. Sales are often made after five no’s, while most novices give up after the first try.
Tip #3 – Act with Congruence and Conviction
If you don’t believe in your product, you probably shouldn’t be selling it. A customer can look in your eyes and know instinctively whether or not you really believe in your product. It’s not something you can fake. If you believe that what you’re selling isn’t worth the money, even if they can’t put it in words, they simply won’t trust you. On the other hand, if you believe in what you’re saying with 100 percent conviction, customers will love you for it and be much more willing to part with their money. Sell products you believe in. Sell with conviction and congruence.
Tip #4: Know Your Objections
What are common objections in your industry? In the beginning, it might seem as though there are a million reasons why someone would say no, but in time you will find that there are really just a handful of reasons why someone wouldn’t buy your product. For each of these objections, have a well thought-out response. Don’t ever be caught off guard by a customer objection.
Also keep in mind that a customer won’t always tell you their real objection. For example, they may say that they need to talk to their spouse about it, when they’re really not sure about whether or not it’s a good investment. It’s not that they want to lie to you; it’s just less awkward for them to give you a politically correct objection than say what’s really on their mind.
These are a few tried and tested tips for succeeding in direct sales. Apply at least one and your closing ratio will go up quickly.
