by Sales professionalism refers to the commonly expected behaviors, etiquette and mannerisms for sales professionals. Salespeople increasingly rely on personal and professional attributes to build long-term rapport with customers. Combining professionalism with effective interpersonal skills and persuasive communication abilities typically leads to a strong selling performance.
When you sell, a customer not only buys your goods or services, but he also buys into a relationship with you as his salesperson. A professional seller projects a positive attitude, which reflects well on his business and himself. To get a buyer to believe in your goods, you have to show belief in them as well. Closely related is confidence. If you have a positive attitude and belief in what you offer, you should convey an honest confidence.
Salespeople hear “no“ more often than they hear “yes.” Even customers who end up buying may say “no” multiple times before an agreement. A professional seller doesn’t get easily frustrated and show his emotions to a prospect. Buyers may also change their minds and ask for modifications to solutions after an initial order. Flexibility and self-control help in solving customer problems and building strong relationships.
To demonstrate professionalism in sales, you must truly become dedicated to your craft. A professional is a person who has dedicated him or herself to a career regardless of the field. It’s the opposite of an amateur. Professionals also make more money; could there be a relationship behind that fact? You bet. In selling situations, and in life, the way you present yourself plays a big role in how people think of you and how much people pay attention to what you say. A dedicated professional commands more respect than a casual amateur.
Step1. Your Attitude
Are you a professional? If so, let everyone know it. If not, maybe that’s why you’re not as successful as you would like to be.
Step2. Personal Appearance
Are you really satisfied with your appearance? Grooming is important, good clothing is a must, and how is your health? Shape up your body, and it will shape up your attitude.
Step3. Business Appearance
Your customers and clients relate financial success with competence. Does your car communicate financial success? How about your briefcase? Your time planner? Are they well-organized or are they stuffed to the gills with miscellany?
Step4. Organization
Customers relate organization to competency. Organization is recognized as being on time, having a neat desk, being ready with the answers, and diligent follow-up. All of these things tell your future clients that you are a person worthy of their confidence and the confidence of their friends.
Step5. Talk Like a Pro
Avoid shop talk. Some people think that using all kinds of fancy terms means that they’re experts. A real expert can explain a complex, technological process in plain English. So ask questions. Choose your words carefully. And plan your presentation from the future client’s point of view.
Step6. Stay in Tune
Ours is a changing profession. Pushy, obnoxious sales people are gone along with the less competent. People demand excellence from sales people, and reward that excellence with referral after referral. Devote a regular part of your week to learning new skills and sharpening existing ones.
Step7. Respect Your Fellow Sales People
They have the same challenges as you do. They deserve the same credit and recognition when successful, and the same help and encouragement when faltering. Everyone wins when the team gets stronger.
Step8. Remember Your Family and Friends
They want a high quality relationship, too. Plan time for family and social needs. This will assure you of their understanding and support when business takes you away evenings and weekends.
Step9. See the People
There are literally thousands of people in your area who need and deserve the professional services that you provide. Make them aware of what you do. Be vocal about your abilities and qualifications. If you don’t take it to them, they may get shortchanged by someone not as good as you.
Step10. Integrity Keeps You There
An opportunity arises nearly every day to take unfair advantage of someone. Professionals know that today’s dissatisfied clients may prevent them from making transactions in the future. Professionals know how important selling with the facts is. Stretching the truth, omitting information, and avoiding present challenges by stalling or blaming someone else is for the bush-leaguer. Sell with the facts, and you only have to sell them once.
