0:00:00.799,0:00:05.680

All right. So as sales people,

0:00:03.840,0:00:07.440

we have a certain process that we should

0:00:05.680,0:00:11.040

follow and we also

0:00:07.440,0:00:13.679

have uh you know some some key

0:00:11.040,0:00:15.519

activities that are a part of that, there

0:00:13.679,0:00:17.520

are also some different

0:00:15.519,0:00:20.080

smaller activities that we can do that

0:00:17.520,0:00:20.400

are that are good for us to be effective

0:00:20.080,0:00:22.720

as

0:00:20.400,0:00:24.240

sales people but there's some small

0:00:22.720,0:00:25.119

things that are they're not really like

0:00:24.240,0:00:27.519

activities

0:00:25.119,0:00:29.039

but more just like tips of what to do

0:00:27.519,0:00:31.679

and what not to do

0:00:29.039,0:00:33.040

as a salesperson. So what should you do

0:00:31.679,0:00:35.040

as a salesperson? Well

0:00:33.040,0:00:37.360

first and foremost you need to know your

0:00:35.040,0:00:40.000

product, there's nothing

0:00:37.360,0:00:41.840

less impressive to a potential customer

0:00:40.000,0:00:42.320

than if they ask a question about the

0:00:41.840,0:00:44.480

product

0:00:42.320,0:00:45.760

and you don't know the answer. Now

0:00:44.480,0:00:48.239

sometimes that may happen

0:00:45.760,0:00:50.000

especially very technical questions but

0:00:48.239,0:00:51.520

you better be able to get the answer if

0:00:50.000,0:00:53.600

you don't already know it

0:00:51.520,0:00:55.440

and you ought to have a very strong base

0:00:53.600,0:00:56.640

knowledge of the product, so that's an

0:00:55.440,0:01:00.000

important

0:00:56.640,0:01:02.000

tip to do know your product. You also

0:01:00.000,0:01:03.680

need to know your customer

0:01:02.000,0:01:05.840

if you don't do your homework to

0:01:03.680,0:01:07.680

understand the customer's needs or you

0:01:05.840,0:01:09.600

don't bother to ask questions about what

0:01:07.680,0:01:10.880

they need and what they don't need

0:01:09.600,0:01:13.360

you're going to be trying to sell them

0:01:10.880,0:01:15.439

the wrong thing and that's not going to

0:01:13.360,0:01:17.200

work at all for them it's going to

0:01:15.439,0:01:17.840

really probably be kind of frustrating

0:01:17.200,0:01:20.320

for them

0:01:17.840,0:01:22.159

and it's not likely to end in a sale, so

0:01:20.320,0:01:23.439

you need to know your customer.

0:01:22.159,0:01:25.840

You also need to know them so you can

0:01:23.439,0:01:28.000

build more of a relationship

0:01:25.840,0:01:28.880

next the approach you take to sales in

0:01:28.000,0:01:31.360

general

0:01:28.880,0:01:32.960

ought to be to solve problems, some

0:01:31.360,0:01:34.079

people think about sales and they think

0:01:32.960,0:01:36.159

it's all about like

0:01:34.079,0:01:37.119

tricking a customer into buying

0:01:36.159,0:01:39.600

something

0:01:37.119,0:01:40.560

that's not good for long-term profit

0:01:39.600,0:01:43.360

it's also

0:01:40.560,0:01:45.119

not good in the short term because

0:01:43.360,0:01:47.520

they're going to end up dissatisfied

0:01:45.119,0:01:49.040

so we need to take the approach of how

0:01:47.520,0:01:50.560

can we solve problems

0:01:49.040,0:01:52.960

this will also help the customer

0:01:50.560,0:01:55.200

understand why they should buy.

0:01:52.960,0:01:57.119

Lastly we do need to be assertive or

0:01:55.200,0:01:57.840

maybe confident is another way to say

0:01:57.119,0:01:59.520

this,

0:01:57.840,0:02:01.119

if you're not confident in your product

0:01:59.520,0:02:03.360

and you're not assertive about what the

0:02:01.119,0:02:04.719

product can do for the customer

0:02:03.360,0:02:06.159

that's going to come through and the

0:02:04.719,0:02:07.920

customer is also not going to be

0:02:06.159,0:02:09.759

confident that your product is a good

0:02:07.920,0:02:11.520

option.

0:02:09.759,0:02:13.040

Next let's talk about what not to do

0:02:11.520,0:02:15.920

because there's some key things that

0:02:13.040,0:02:17.040

really can turn customers off quickly or

0:02:15.920,0:02:19.200

that can

0:02:17.040,0:02:21.280

decrease your your profitability or your

0:02:19.200,0:02:23.280

revenue as a salesperson.

0:02:21.280,0:02:24.480

The first one is don't rely on

0:02:23.280,0:02:26.959

discounts

0:02:24.480,0:02:29.200

to close the deal is what I mean, so

0:02:26.959,0:02:30.959

don't think that every time you

0:02:29.200,0:02:32.560

are trying to make a sale you need to

0:02:30.959,0:02:35.680

give a better price

0:02:32.560,0:02:37.040

that devalues the product that's also

0:02:35.680,0:02:38.319

something the customer is going to come

0:02:37.040,0:02:41.519

to expect

0:02:38.319,0:02:44.640

and it also um you know lowers your your

0:02:41.519,0:02:46.879

revenue and your profit as a salesperson.

0:02:44.640,0:02:48.160

Next don't talk down to the customer you

0:02:46.879,0:02:50.000

may know more about the product than

0:02:48.160,0:02:52.959

they do but you don't want to come off

0:02:50.000,0:02:53.680

as if you think that they're ignorant or

0:02:52.959,0:02:56.239

you know that

0:02:53.680,0:02:57.840

that they don't know what they're doing,

0:02:56.239,0:02:59.120

that's not going to make them feel good

0:02:57.840,0:03:00.080

and it's not going to make them want to

0:02:59.120,0:03:02.000

buy.

0:03:00.080,0:03:03.519

On the same token don't belittle the

0:03:02.000,0:03:05.920

competition

0:03:03.519,0:03:08.080

if your only strategy for making a sale

0:03:05.920,0:03:11.120

is to tell somebody why the other person

0:03:08.080,0:03:12.239

or the other option is no good that's

0:03:11.120,0:03:14.560

not very

0:03:12.239,0:03:17.840

convincing and a lot of people will will

0:03:14.560,0:03:20.800

be turned off by that negativity.

0:03:17.840,0:03:22.560

Lastly, the key thing is most maybe the most

0:03:20.800,0:03:23.280

important thing not to do as a sales

0:03:22.560,0:03:25.519

person

0:03:23.280,0:03:26.959

is lie because the truth is going to

0:03:25.519,0:03:28.319

come out if you lie about what the

0:03:26.959,0:03:29.760

product will do

0:03:28.319,0:03:31.680

the customer will find out when the

0:03:29.760,0:03:33.040

product fails at doing what you said it

0:03:31.680,0:03:35.360

would do,

0:03:33.040,0:03:36.640

if you lie about other things eventually

0:03:35.360,0:03:38.879

the truth will come out

0:03:36.640,0:03:40.159

and that will create a lack of trust

0:03:38.879,0:03:43.200

with the customer

0:03:40.159,0:03:45.440

and also a negative experience so

0:03:43.200,0:03:46.959

don't do that even though again some

0:03:45.440,0:03:47.920

people think sales might be about

0:03:46.959,0:03:50.239

tricking people

0:03:47.920,0:03:50.959

it's really not and so lying should

0:03:50.239,0:03:53.920

never be

0:03:50.959,0:03:54.959

a part of the sales process. If you do

0:03:53.920,0:03:56.799

these things

0:03:54.959,0:03:58.879

that I mentioned to do and you avoid

0:03:56.799,0:04:00.400

these things that I say not to do

0:03:58.879,0:04:04.799

you have a really good chance at being

0:04:00.400,0:04:04.799

an effective sales person.