How to Become a Better How to Become a Better Sales TalentSales Talent

IntroductionYou're passionate about sales and would like to put all the chances on

your side? You dream about grabbing the attention of the best sales recruiters and landing that perfect job that would make you feel fulfilled?

In order to reach your goal, nothing really beats a long and rich experience. But if you're a newcomer in the industry, it doesn't mean you don't stand a chance. You just have to draw from the experience of others, so you will not have to make the same mistakes they did. In this presentation, we will see how you can become a better sales talent, en route to your dream career.

The 4 Steps of the Sales ProcessEvery time you attempt a sale, you have to go through 4 distinctive steps

which can represent that many hurdles or ladders to your success. A slight improvement in any of them could mean the difference between a

"no" and a satisfied client (with the commission that goes with it).

Those 4 steps are: •Prospecting

•Assessing

•Presenting

•Closing

Prospecting TipsYou could be the best "closer" in your industry, if you have no one to

sell to, your other skills will not matter one bit. In order to be successful, you need leads.

Here are a few tips to improve that aspect of your game:• Show your prospects some value. Show them how you could help them solve their

problems

● Get to know your industry as if you were, yourself, working in that field. Learn how they think, what's their needs and expectations. That will teach you how to talk to them and get them interested

• Devote a certain amount of time to prospecting every week. Carve that number in stone and stick to it no matter what

• Vary your techniques to increase your chances. Cold calling is great (even if it's not the most pleasant part of the process) but it's not the only way to prospect. Network, attend trade shows, conferences... Even go door to door if you have to.

Assessing TipsThis is where you will go from the general to the particular, from the

archetype of your client to the individual in front of you. The assessing phase will serve to tell you what that specific person needs.

● The greatest mistake you could make would be to treat all your prospects the same, as if they were a generic type of people. You need to custom-tailor your approach

● Ask questions to dig deeper and deeper, and discover what problems your prospect experiences on a regular basis

● Make it personal, build rapport and establish the relationship.

Presenting TipsOnce you've determined exactly what your prospect needs, it's time to

show him how you can help:● The most important rule is to never speak about the features of you product or

service but rather in terms of "how they will benefit your prospect"

● Nobody likes long winded speeches. So, make your presentation clear and concise, but powerful (= full of benefits from your prospect's perspective)

● Enthusiasm is contagious. Speak with passion and, pretty soon, people will be as fired up as you are.

Closing TipsClosing is the art of refuting every objection that's thrown your way. It

doesn't necessarily mean closing the deal and getting the sale. Closing also helps in obtaining appointments, etc.

To help you in your closing efforts, here is some advice from the pros:● Overdeliver: whatever you promise to do, always exceed your clients' expectations

● Pay attention to your attitude: are you sending negative signals through your body language? Make it a habit to always smile and remain positive

● Be confident without being pushy: hearing the word "no" doesn't mean you've lost the sale. Always find the reason behind that objection and ways to circumvent it. Closing is also the art of finding alternatives.

ConclusionIf you want to get noticed by the top sales recruiters, you need to work

on your skills from the approach to the close. Hopefully, with the tips we outlined in this presentation, you should be better armed to succeed in that mission.

Remember: practice makes perfect. So practice, practice, practice!

For more information on how to land that top sales job, visit: http://salestalentagency.com/candidates/