There are four critical elements in the field of sales, and they are all necessary in order to produce the highest level sales. All four of these elements must be present, if even one is lacking then chances are high that your sales are not reaching their maximum potential. Let’s take a look.
- Sales techniques – Every salesperson has a set of skills or techniques that they use when attempting to complete a transaction. You are never going to use every technique in every sale you make but it is vital that you are able to pull different techniques from a reservoir of knowledge that you have built up. There is a science to sales that must be implemented, it is also up to you to add the “art”.
- Product Knowledge – Knowing the products you are selling is obviously one of the most essential elements to a salesperson. If you do not know the product inside and out, then how are you going to answer any question that your customer may pose to you? The professional salesperson will always carve out time in their day to ensure that their knowledge of their products is second to none.
- Operational Knowledge – Operational knowledge is simply understanding the details of how a sale works once the customer says, “I’ll take it.” This can mean everything from knowing how to write up an invoice, understanding how financing works, the delivery process and so many other things. The last thing you want to do is make the sale and then lose it because you didn’t do the paperwork right. Take the time to learn these things and stay up to date on changes, they are a key part in the selling process.
- Customer Service – All of these elements are important, but customer service is the only one that must be present throughout the rest of the elements. If you are not providing excellent customer service, then your techniques or your product knowledge simply won’t matter. Providing great customer service also allows you to build up a repeat customer base and repeat customers are the lifeline of any successful salesperson. Make sure you are providing quality customer service before, during and after the sale.
These four elements are not the only keys for a salesperson to be great at selling, but they do provide a base of fundamentals and if those fundamentals are strong, then everything else will fall into place.