How to Improve Your Skills as a Salesperson

September 20, 2013

When it comes to improving your skills as a salesperson, there are quite a few selling strategies that a person needs to know in order to be successful. Training and fundamentals do play a part in your sales, but controlling your brain and how you feel about yourself has a far reaching effect that can send your sales skyrocketing in a short period of time. Here are some techniques you should implement today to improve your overall skills and your results as a salesperson.

Prospecting is the first technique you should be employing to increase your sales. You want to be sure the people you are pitching your products to have a need and desire for what you selling. You need to identify these people because you do not want to sell a product to a person who hasn\'t a need for it, or you will simply be wasting both yours and their time. If you can perfect the art of prospecting clients, you can become a very successful salesperson.

The biggest problem that many salespeople encounter when prospecting is the fear of rejection. The fear that a customer may reject the offer, or that they may be insulting and negative towards your product or service is what keeps many people from being good at sales. The fear of rejection has a far reaching effect on a salesperson. That fear can stop them from making phone calls or from knocking on doors. The problem is that people are born with a low level of self esteem and a high level of fear. That combination is a death sentence for any salesperson. You will never make those calls or visit those prospects as long as you are fearful of what they may potentially say. You already have it set in your mind that the sale is going to go bad, that the customer will reject your offer, and so you get exactly what you have been thinking.

To be successful at prospecting you have to first begin to raise your self esteem. You have to really begin to like yourself because the more that you like yourself, the more the customer will like you. If you show up for a presentation already expecting to not make the sale, shoulders down, face down, frowning and low energy, you will not get the sale for sure. When you are high energy, and in love with yourself and your selling strategies, you stand tall and project your offer, people will respond accordingly. When you begin to raise your self esteem something incredible begins to happen. The fears begin to subside in direct relation to how high you raise up your self esteem. So as you feel more and more confident about your sales abilities, your fear of rejection slowly disappear. The more you like yourself and the more courage you have the more successful you will be.

When you begin to get more confident and call on more and more customers, you begin to get good prospecting. Now as you get better and better at prospecting new customers, you begin to lose that fear you initially had about reaching out to new clients. Now that you like yourself and your abilities, customers listen more intently to your presentations and begin to like you as well. Once you have your high self esteem, you need to focus on identifying your customer’s needs and adjust your selling strategies.

Regardless of what type of product or service that you are selling, if your buyer does not have a need for it, you will never close that deal no matter how much they like you. You have to understand the customer’s needs by asking them a lot of questions. You have to identify if the customer has a need that is currently not being satisfied. If you can satisfy the customer’s need with your product or identify a need that they have, you will find that selling your product to them just got significantly easier. You will never sell your products successfully if you try to create needs for your customers, they have to already have a need, and your job is to simply fill that need.

If a customer has a problem that has not been solved, has a need that has not been filled, or has not achieved a goal they have set, you are in the perfect position to close a sale if you can meet any of those fundamental needs. Asking questions the right way will lead you directly to those areas of concern and have you closing more sales than you have ever done before.


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