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Is Sales A New Role For You?

By Joseph Guertin
Joseph Guertin & Associates

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Not everyone pursues a career in sales. In fact, many kind of stumble into it as a byproduct of their chosen profession. Engineers, chemists, accountants and others are now required to account for new and repeat customers.

I've trained and coached a lot of "technical salespeople." Many of them find sales to be confusing, even intimidating at first. Sometimes, that old stereotypical, fast-talking "salesman" image creeps into their mind. But, in reality, today's professionals who sell are much more consultant than peddler.

Here's what I always suggest right up front:

1) Ask questionsﾅand listen. Technical professionals are proud of their work and want to tell customers what they know. But, it's far better to ask the customer questions, and then let them tell YOU what's important to them! You'll keep discussion on track, build better rapport and increase everyoneﾒs comfort level..

2) Be aware of non-verbal cues; both theirs, and yours. Read up on body language and facial expressions. (Here's a terrific self-assessment quiz.) In every face-to-face conversation, more than half the message both people send to the other is non-verbal. In selling, messages can include degree of interest and degree of belief. And that goes for the salesperson as well as the customer.

3) Avoid creating negative perceptions. Don't tell customers that you're "not a salesperson," even if you're still not comfortable with the role. It only makes it tougher to ask them for new or continued business (and will create self-doubt in your own mind!)

These three tips, alone, have helped thousands of people more quickly adapt, and become comfortable with their new role in sales.

Revised: 01/19/2010 - Article Viewed 162 Times

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Biography

Joe Guertin is president of Joseph Guertin & Associates, a speaking, training and consulting firm specializing in helping businesses grow their sales and their people. From more than 24 years of outside sales and business ownership, he brings personal experience and fresh strategies for success, and his humorous stories and experiences

Prove that he's 'been there.' Joe is the author of more than 100 sales-boosting articles, plus a monthly ezine, "Monday Morning Madness."

Joe's central theme, Streetfighter Selling, not only educates, it challenges. He specializes in new revenue-building strategies, helping today's salespeople boost their bottom line sales in spite of an unstable economy.

Contact Information

Joseph Guertin
Joseph Guertin & Associates
joe@joeguertin.com

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