Clinch the Deal Every Time – How to Be a Successful Salesman

With the advent of the internet and online marketing tools, isn’t the traveling salesman a redundant option?

Wouldn’t companies find it more economical to use virtual means to contact clients, deliver sales pitches, and bid for contracts?

Do you really want to pursue a career as a traveling marketing representative for a company?

If that’s what you’re thinking, know that successful business owners now agree that hiring a sales rep to visit physical offices and meet prospective customers can earn them a vital edge over the competition. That’s because you may be able to make a powerful impact during convincing interviews where you can persuade clients better. Face-to-face conversations can overcome any doubts about products and services while effective negotiating skills can make lasting impressions and clinch deals.

Personal Calls Succeed Where Online Marketing Cannot

While emails and requests for video conferencing calls can be ignored or forgotten, a personal call from a traveling salesman is more likely to be entertained. To make sure that you’re able to win a sale for your company, work with the marketing team to hand out samples and other giveaways that carry the company brand name. Depending on the size of the contract you’re trying to land, consider options like t-shirts carrying the logo in lasting custom embroidery, tote bags, and desk accessories that are usable and remind the recipient of your company. Eventually, you will get a phone call requesting to place an order.

The Successful Traveling Salesman Always has a Game Plan

A successful sales rep is one who learns everything about the clients and their requirements before setting up a meeting. Assess the customers carefully and spend time traveling only to locations where you’re sure to make a sale. When calling up a prospective buyer company for the first time, make sure you tick the boxes asking questions like:

• Do you absolutely need my products at this time?
• Are you authorized to make buying decisions for the company?
• Do you intend to place an order or are you looking to collect detailed information about similar products before making a choice?
• Do you have the necessary funds ready for the order? How do you expect to pay for the products, cash or credit? Remember, a smart salesman asks for clear-cut payment options like, say, check, VISA or Mastercard.

Schedule an appointment only after you receive satisfactory responses to your queries as this feature recommends on the SalesForce blog.

Exude Confidence and Know Your Products Well

Polish your personality and ingrain etiquettes about professional behavior carefully in your demeanor. Every inch of you should look and play the part of an expert on the subject you’re talking about. While evaluating the client completely is a smart move, so is knowing your company and its products. As a traveling salesman, you should be able to answer in-depth questions about everything the products can do and how they can benefit the customer. Like this article on the Forbes magazine advises, you’ll want to believe in the sales pitch to deliver it convincingly. Be calm, poised, and confident, but enthusiastic about what you’re selling. Remember to show up for the meeting in a great frame of mind and leave your worries about the outcomes at home.

If you want to clinch the deal every time and become a successful salesman, one effective strategy is to hire commission only sales reps which can help expand your sales force and drive growth for your business.

Expect to Face Objections and Prepare for Them

When talking about the positives of your products, expect to hear objections why they are not suitable for the buyer. Instead of sidestepping the downsides that the client points out, a smart traveling salesperson would hear them out patiently. Next, understand what the prospective client actually needs and talk about how to meet those requirements tackling each point in detail. Overcome the objections as they arise to a point when the client is thoroughly satisfied enough to place an order. Keep in mind that 82% of sales pitches are unsuccessful because the marketing rep was unable to connect with the buyer’s needs. Depending on the kind of products you’re selling, you could also offer customization, that’s a sure-shot USP guaranteed to win you a sale.

Give the Client Time to Make a Decision

Often times, sales reps make the mistake of going overboard with their enthusiasm. While talking about the positives of the products is a good move, you must also give the client time to think and come to a decision. Request for an order and if you get a negative response, find out why and deal with the doubt. Once again, ask for an order in clear terms to close the deal. As the folks on the HubSpot recommend, restrict the pitching time to between 30 seconds to a maximum of 120 seconds.

Know when to talk and when to take a step back. Incessant speeches can actually come across as badgering and may end in your losing the buyer. During the final stages of your interview, the client is likely to talk about the one factor that is holding back the sale. That’s when you can offer more attractive terms and conditions to sweeten the deal.

Project the Value of Your Products

The obvious and final objection most buyers typically have revolved around the pricing. While agreeing to discounts and limited-period low rates can result in your clinching the deal, these incentives sometimes take away from the perceived value of the products you’re selling. A smart traveling salesman may negotiate to come to an agreement that makes sense to both the seller and buyer. But he also stresses on why the product is good value for money.

Even the best of online sales talk delivered via email cannot take the place of the confidence and charisma of a traveling salesman representing his company. During one-on-one interviews, you can take your time discussing the pros and cons of your products and eliminate the back and forth of email communication. If you’ve done your homework and can learn from every failed pitch, there’s no reason why you cannot have a thriving career as a marketing rep. Go ahead and polish your skills and watch your profession scale new heights.