Thursday, November 1, 2007

Foundation of a Salesperson

Business and career coach Diane Helbig had the ultimate sales role model in her father. "He believed completely in his product," says Helbig. "He was confident but not arrogant. He truly cared about the well-being of his prospects and clients - and they knew it. It was a pleasure to watch him interact with his customer."

While we all may not be lucky enough to have had such a strong sales role model, we can all benefit from the sales lessons Helbig learned from her father.

Believe in your product or service. If you are going to sell something, you should believe it is the best thing out there. Understand what makes it stand out; what its benefits truly are. What you believe emanates from you. If you aren't completely sold, people will know it - and won't want what you have to sell.

Exude confidence, not arrogance. Being confident - in yourself, in your product or service, in your message - is essential. However, being overly confident or arrogant will destroy you. Arrogance leads people to sell, to talk instead of listen. After all, they believe they know best.

Truly care about the well-being of your prospects and clients. Caring creates an environment where you are actively listening, and processing what you are hearing. You are realistic, honest, and capable of seeing things from the client's point of view. It's basic respect. You aren't trying to sell them. Rather, you are trying to help them solve a problem.

You'll know you're caring about your customers when you:
--Care that they get their problem solved - whether YOU can solve it or not
--Care that they pay a fair price
--Care that they make an informed (not coerced) decision

"You can see how when you believe in your product or service, are confident in yourself and your message, and care about your client's well-being, you will develop outstanding relationships," says Helbig. "It is those relationships that will bring you quality business for years to come."

Diane Helbig is a Professional Coach, and President of Seize This Day Coaching. She works one-on-one and in groups with small business owners, entrepreneurs, and salespeople. Visit her website at
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