Selling points
The major moments in life are often marked with a salesperson; whether it’s buying your dream car or buying your first house. A good salesperson will make the deal easy and trouble-free, so we don’t even notice they are there. However, this tends to come with time and practice; so if sales is where you are looking to go, what is it that makes a good salesperson when starting out? There are many different types of sales roles, from shop floor sales in department stores, office based sales maintaining and increasing the client base, or external sales meeting customers on a personal level. Although each job has different aims and objectives, there are many skills that any salesperson will need, regardless of the product or the customer. ‘I started out on the shop floor,’ Sophie Hewetson tells us. ‘Now that I’m a sales rep, I still use many of the same skills, except now it’s on a larger scale!’ Speaking to a number of sales people from varying roles, there were many different skills suggested that would be important to a new sales person. Among the suggestions were confidence, approachability, good team work and the ability to show an interest. Yet these skills, although very important within sales, cannot only be gained with time and training, but could be needed by many different positions and are not exclusive to a sales role. So what does an employer look for during the application and interview process in a new recruit? Straight talker ‘Working in a sales environment is tough,’ says Nick Winton, MD for a construction-based sales company. ‘If you’re doing your job, there should be no such thing as a quiet day, and in an interview, I look for someone who can deal with that.’ Nick often challenges something suggested by those he is interviewing. ‘If they contradict me, and stand up for what they just said, then it’s a good indication that they will be open, honest and reliable – and this is what our customers will look for in a sales representative.’
What the customer looks for in a sale is a very important factor in what makes a good salesperson. ‘Everyone has been a customer, and the majority of people don’t enjoy being intimidated – what’s called the hard sell,’ suggests Sophie. ‘Although it’s useful sometimes, most clients want someone who is relaxed and friendly, and isn’t afraid to give them space. When you’re just starting out, this basically comes down to someone who is not only communicative, but more importantly, able to listen.’ Nick agrees with this principle. ‘If a prospective employee can’t remember roughly the details they were told a couple of minutes ago, then they aren’t going to be able to listen to our customer and understand what it is they want.’ Having the gift of the gab is all very well, but when spending money, most people prefer to be listened to than talked at. ‘If the customer gets the wrong product because the sales team didn’t listen then we lose not only the sale, but also the customer.’ Team playerApart from honesty and being able to listen, it is important that salespeople can work in a team. Nick Winton says: ‘It’s great having someone who can sell the product, but if they can’t work with the rest of the team to make sure it gets there as promised then there’s no point selling in the first place.’ A sale is all about the rest of the team, and no one faction is more important than another. Nick advises: ‘Most graduates have gained teamwork experience at university through group projects, sports, and part time work, so be prepared to prove it to me.’ Salespeople are a part of our everyday lives; from choosing a new outfit to choosing a holiday, a sales team is there to convince us to use their company and buy their product. When faced with a good salesperson, you shouldn’t even realise you’re being persuaded. If you want to work in sales, then treat the interviewer as your customer; be honest, listen hard, and show teamwork skills. Above all remember; you are the salesperson and your product is yourself. Kirstie Nicols More articles about sales and recruitment careers
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