Thursday, November 01, 2007

What Not To Do As A Salesman

Selling requires the combination of skills in persuasion and product knowledge. But there are some salesmen that lack both. In fact, there are common selling mistakes that salesmen usually make so that sometimes a transaction which should have led to sales does not occur at all. However, some of these selling mistakes are quite understandable because salesmen are sometimes desperate for sales since their compensation is not based on salary but rather from the amount of sales they had been able to generate.

In this business, you will be ale to observe quite a high number of job turnovers because salesmen were not able to meet their quotas and become frustrated or they simply got tired of convincing people who do not even want to give them the time of day. But you can avoid all these if you have a positive attitude that aims to please people and have the right techniques that will make them listen. It is also important to understand the likes and dislikes of people so you can avoid making them uncomfortable. In line with this, here are some of the top mistakes you should always avoid as a salesman.

1. Showing little confidence – there is no better way to discourage your potentials than by exhibiting a lack of self confidence. If you have little trust on the product or service you are offering then they will likewise become discouraged from buying that product. But if you present your products with the confidence and trust of someone who has already tried it then you can expect your potential customers to become interested in the opportunity as well.
2. Do not stretch the truth. If the product you are selling has its limitations then it is your responsibility to make your potential customers aware of these limitations. It would not be right for you to lie and tell people that the product is capable of more functions than it actually is. People do not want to be lied to and being truthful can have a positive impact on your reputation.

3. Never say you do not know. There are some salesmen who have the misconception that they have to answer each and every single question that is thrown to them by the customers even if they do not know the answer. You should avoid this mistake because it is better to say you do not know than to invent something up.

4. Not being presentable. Being a salesman means that you have to talk to a lot of people that can potentially become your customers. Because of this, it is important to present a good image of yourself and the company you work for. In addition, people are naturally attracted to presentable people so making an effort to look professional can yield good results. There are many other things you should avoid but the basic rule is to have honestly when selling because people respect honest persons.

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Rebecca Smeyer said...

I know this is old, but nice post. I'll have to keep this in mind, because I plan on running my own business soon. I've normally thought about starting a business from scratch, but lately I've been thinking about buying one instead. I'm not sure what kind I would want to do. Does anyone have any suggestions? Advice? Thanks.

Alice Culligan said...

@Rebecca -- If you plan on buying a business, make sure to do your due diligence! Especially so in times like these. That being said, there are sites where you can gauge what's available in your area. There's one called, which is this online global marketplace where you can buy or sell a business. You can also use it to find a lender, broker, or buy a franchise. I also suggest looking into your local small business groups. They should have a good idea on what's going on in your neighborhood.

Good luck!