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Sales Strategy
Feb 1, 2017 | Canadian Professional Sales Association lock

The sales industry can often feel uncertain, especially when you’re just starting your sales career. Initiative and enthusiasm are vital to success, but they alone won’t get you to where you want to be. In order to ensure that you have a promising sales career, the best thing you can do is follow these five crucial steps.


1. Ask Questions

A rookie mistake that many sales reps make is monopolizing the conversation when talking to a customer. Whether it be reading off a script that leaves little room for customer input or overloading the other person with information in a bid to win their investment, dominating the conversation is not a effective way of closing a deal.

The highest performing sales reps all understand that the best way to get a customer on your side is by asking questions and letting them take up most of the conversation. It actually has practical benefits for both sides. The customer gets to articulate their needs and concerns while feeling met with a sales rep who is truly invested in them. And as a sales rep, you get a much better opportunity to customize your sales pitch so that it directly addresses some of the customer’s unique needs.


2. Be an Active Listener

Active listening is continually cited as one of the most crucial skills a sales rep can have in their arsenal, and we couldn’t agree more. Learning early on to hone your active listening skills can help accelerate your sales career. Active listening is all about carefully considering the customer’s perspective, making sure you understand their perspective, and building rapport between the client and your company. Active listening is also a great way of developing trust between businesses and clients, and trust is another crucial part of great performance in sales.


3. Avoid Using a Sales Voice

While you’ll inevitably talk and act slightly different during a sales call, employing a sales voice that is overly exaggerated and starkly different from your actual personality is not appealing to most customers. Many customers have an established inclination towards distrust of sales reps, whether through previous bad experiences or continual inconveniences. The clichéd sales voice does little to encourage the client that you are sincerely interested in their needs. Instead, for many customers it serves as an easily recognizable sign that they’d rather not do business with you.


4. Prepare for Rejection

One of the hardest parts of working in sales is facing rejection. And yet, rejection is something you’re going to have to get used to if you’re looking to have a career in sales. It’s the nature of the game; not every prospective customer will be open to your sales pitch, and while there are ways of increasing the chances you won’t strike out, there’s no way of eliminating rejection all together.

However, it’s imperative to understand the rejection isn’t personal. Taking things too personally when you’re working in sales is one of the easiest ways to lose confidence and fall behind. Instead, treat every rejection as a learning opportunity. While rejection will never completely go away, there are lessons to learn from every experience.

5. Always Be Improving

The key to a successful sales career is achieving continual growth. You never want to be stagnant or complacent in your job; advancement comes from working to continually sharpen your skills and retain a competitive edge. This means setting higher goals for yourself, reflecting on what skills need improvement, and getting out of your comfort zone. Approach every sales call as a learning opportunity, whether it was a success or not. Take risks that require you to exercise a different set of skills or employ new strategies. If you do these things, you’ll be on track for a promising sales career.

About the Canadian Professional Sales Association
Since 1874, we’ve been developing and serving sales professionals by providing programs, benefits, and resources that help you sell more, and sell smarter. 

Contact us today at or 1-888-267-2772 to see how we can help you and your team reach new heights in sales success.

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