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

Making sales calls all day and dealing with customers who are potentially indifferent or uninterested in what you have to say can be a disheartening experience. Some people mistakenly believe sales to be a fairly easy job. In fact, it can be incredibly difficult, and requires a great deal of skill and self-confidence. When it comes to how to improve sales skills and boost your confidence, however, there are some simple and effective means of achieving success.

 

Learn Solid Strategies and Techniques

One of the biggest mistakes that sales reps make when going into a sales call is not having a concrete plan or solid set of strategies and techniques with which to move forward. There is no room for “winging it” during a sales call. If you’re unprepared, you’re much more likely to fumble and face objections that you’re unable to answer, both of which can destroy your confidence. Before going into any sales call, draw up a plan for how you want it to go. Then, draw up another one. Each customer is different and the same techniques aren’t going to work on everyone. You need backup strategies should the conversation go in a different direction. Having a plan and a set of strategies will help bolster your skills while also making sales calls run much smoother.

 

Focus on Building Relationships

Building strong relationships with customers should be a primary focus during a sales call. When considering how to improve sales skills, fostering trust is one of the best ways to go about it. If customers trust you, they’re much more likely to invest. Building relationships requires a lot of different skills, from active listening to negotiation. As you begin prioritizing relationships, you’ll notice that you’re strengthening these essential skills. A customer who trusts you and believes in you can also instill a great deal of confidence in your performance. We naturally want to relate to each other as humans, and building relationships within a sales call can be comforting and confidence-boosting.



Consider Sales Training

When it comes to how to improve sales skills, sales training is one of the very best avenues to explore. Sales training helps you build up a repertoire of skills that you’ll need to move forward, while also taking into consideration your own unique learning style and concerns about your performance. Trainers can work closely with you to ensure that you’re able to fully implement their instructions. Training also provides a safe space in which you can ask questions and feel comfortable making mistakes. Mistakes are welcome; they’re an opportunity for learning.

 

Don’t Take Rejection Personally

Facing rejection can be deflating; it’s one of the most common ways that salespeople lose confidence in their abilities. Taking rejection personally is a big mistake; it has nothing to do with you. Many people’s automatic response to a sales call is dismissal, and if you plan on making a career in this industry, you’re going to have to get used to facing rejection while learning that it’s not a reflection of you or your abilities. The best thing you can do to boost your confidence is to start seeing objections as opportunities. In the best-case scenario, you listen carefully to the reasons customers aren’t interested and you find creative solutions that can change their minds. However, even if a customer is definitely not interested, every rejection is a learning opportunity—a chance to build up your skill set so you’ll be able to face the next sales call even stronger. Rejection is a part of the job, but it doesn’t have to be something that brings you down.



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 MemberServices@cpsa.com or 1-888-267-2772 to see how we can help you and your team reach new heights in sales success.

Copyright ©2016 by The Canadian Professional Sales Association

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