First,there are a number of general problems a sales person may encounter in a typical professional selling environment from such as a retailing shop to a sales department of a manufacturer.These problems may be:(1)the company is less competitive in the industry and is providing lower quality products;after all,most of the sales persons do not have the chance of working for the leading brands;(2)the company is not able to finish and deliver the ordered products to the customer on time in some special cases,such as customized products,products of new design produced for the first time;thus,for the sales person may lost the customer’s trust in the future,(3)difficulty in winning the competition with lower-priced rival;and so on.Corresponding strategies for countering the above problems could be:(1)although the company is less competitive,as long as the price-quality ratio for the products is reasonable,there can be a place for the company in the market.The sales person could work in a harder way by improving the quality of interacting with each customer,presenting sufficient customer testimonials and so on;(2)compensation can be negotiated with the customer when the company fails to deliver the products on time;any way,the customer should be satisfied;(3)the strategy for dealing with the competition with lower-priced rival can be educating customers to justify an investment in quality.In different companies,different industries,and for different sales persons,there would be various problems;however,when the sales person can be creative,the problems would be nothing(Cooper,2012).
There have been various selling techniques applying which is important to business success.Selling techniques can help promote and enhance the performance of sales to win in today’s intensively competitive market.Selling techniques can create creative sales activities and thus improve the opportunity of success(Richmond,2012).
On the other hand,in a real context,identifying and qualifying prospects and turn them to customers is the important first step.Below is some principles on this aspect:(1)the leads have to be the decision makers,(2)knowing the prospect inventory as detailed as possible,i.e.what products the prospect owns already in the same category as the product of the seller,its regularities of purchasing etc.,(3)getting to know the potential customer’s level of comfort with its current product,and(4)considering the timing matter,as the potential customer who has interest in an item may not be able to purchase at present time.
After the process of qualifying prospects,sales presentation would be the next step.A sales presentation is about what is offered by a company.In order to make the offer attractive,the presentation can be prepared with consideration of the follows:(1)product name,model number,pictures,(2)break down information about the product to let the potential customer clearly know the product especially its quality status,(3)the specifications of the product,(4)related certifications for the product,(5)packaging conditions and dimensions,and(6)information about accessories if any.One presentation fully contains the information the potential customer is interested in can let the customer understand the offer in one time.
Then,coming with the negotiation process where sales objections may be faced.A very common objection could be about price,and this could be overcome by helping the customer justify the cost.Another objection might be about change and need;the potential customer may feel ok with the models they are handling.In this case,the salespeople may have to spend the time describing the overarching problem and the opportunity.The third objection faced in many cases is about trust;the salespeople has to identify the concern of the potential customer and address the specific issue,and gives explanations with evidences such as certificates,testimonials,history cases and so on.If the objections arise,the salespeople has to deal with them creatively and effectively to close the sale.
There are rational or emotional reasons people have for buying.Rational buying often arises from a real need.The motives of rational buying are based on practical concerns and logical criteria.On the other hand,emotional buying is based on feeling.To deal with rational buyers,while a salespeople presents sufficient information in the communication and negotiation process,the salespeople should highlight the points such as special value provided to the buyer,price quality ratio,functionality of the product and so on.To deal with emotional buyers,a salespeople can manipulate the emotions of the buyer to persuade them to place an order by such as imparting a nice impression onto the buyer or completing brainwashing of the buyer and so on.
Lastly,sales career paths are discussed as follows.The first can be inside sales which is typical for sales representatives working on B2B for a company.The second can be sales operations career path which has emerged with the advent of CRMs(Srivastava et al.,2014).The third can be business development.People in this career path working on the facilitation of business growth through strengthening relationships with customers or partners while seeking new business opportunities constantly.They are different from people in sales operations who spend days digging around in Salesforce.The last path can be marketing.Though marketing and sales are two different departments,there are overlaps between the two,people can move from roles in one to another.