10 QUALITIES SALES EXECUTIVE NEED TO POSSESS

10 Qualities Sales Executive Need to PossessOver a period, you should check how your customers perceive YOUR VALUE, such as does your customers call you when they need some thing, does your customer call you when they have a problem. If the answer is yes, actually your customer value you and you should be able to quantify your value in volume of order and price.

What quality should a sales executive have to increase the Perceived Value of the product?

  1. Self confidence and polite
    Self-confidence is the first step to success. Lau Tze said: Every creature is useful otherwise it will not be created (sound familiar like Survival of the Fitness/Charles Darwin). Be confident; if you are not sure yourselves, how can you convince your customer. Self confidence is not arrogance, be polite.
  2. Commitment
    You have to commit to your job, this industry is too tough for those who has only half-hearted, committed or choose another field, do not waste your time.
  3. Discipline
    Do not expect a “hit and run” system can bring any result, you should have discipline to follow up all your commitment.
  4. Honest and Enthusiastic
    All you tell should be the truth, but does not mean you have to tell all the truth which you have to keep due to positioning and negotiation. Do not over promise, if you are not sure, tell them I will find the answer for you.
  5. Give impact
    There are two many sales knocking at your customers’ door, they can only remember the sales executive who give them an impact (either good or bad).
  6. Preparation
    A good impact can only achieved if you prepare properly. I will not see any High Way salesman who just drop in and  hear him talking nonsense, but I will accept somebody who has prepared a relevant topic which can arouse my interest (to get more value from him/her). No preparation do not go to see the customer, you waste you time and the company money.
  7. Keep on learning
    Every day we learn, we can only advise our customers if we know what they are current doing. And usually you learn more from your customers (on field learning) by asking relevant question, but before you can ask relevant questions you should have some basic knowledge on the issue.
  8. Convey your idea to your customer
    You should have a courage to convey your idea, not just “Yes, Sir”, you will lose your value if every time your response is “Yes, Sir”, then the customer will send you away with 1 kg of spray powder or ink. Usually, most of the idea comes from your observation/listen from others customer. By systematically learning, you can obtain a lot of idea.
  9. Be creative and pro active
    Don’t bring the same topic every time you visit your customer, otherwise you become Order Taker and they will happily send you away with 1 kg of spray powder. Think of different topic, (ink, graphic supplier, logistic, business environment, competition, payment, pricing, investment, interest rate, capital etc.). The more knowledge you know on your relevant field, the more your customer will value you.
  10. Killer instinct alias closing sales
    Whatever value you add to the customer, some body has to pay and it is your customer who is going to pay. If you can’t close the sales, you have to question yourself: does my customer aware of my value? Does my customer appreciate my value? Or I do not know how to close the sales? Most of the time closing sales is just easy as asking for it. Do not be shy to ask for ORDERs.

Over a period, you should check how your customers perceive YOUR VALUE, such as does your customers call you when they need some thing, does your customer call you when they have a problem. If the answer is yes, actually your customer value you and you should be able to quantify your value in volume of order and price.

Are you a professional sales executive? Please digest and improve!

Happy Selling.

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Coach Cahyadi Kurniawan

Cahyadi Kurniawan Business Coach ActionCOACH

 

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