Hello everyone. Before we start with our guide, I would like to answer a basic question. What is the sales industry about? Put simply, the sales industry revolves around selling a certain number of products or services within a predetermined time limit. No, you don’t really have to go door to door to collect money. Sales are more interesting than people make it sound. To sell your product to people who need it, at the price point you want, requires a lot of skill in communication. The joy of successfully completing your quota is also satisfying, aside from the fact that it brings you money ?
So how do you make your career in sales boom? Let this blog help you out a bit!
1. Explore for yourself – Understand the Sales industry
Everything that has demand has a supply. Sales are not about going door-to-door selling people stuff they don’t need. There’s more to sales than that. You might sell a product, yes, but you might even trade in services or benefit a cause you want to further and support. It is all about understanding the product with attention to detail, so you can teach your customers about it, and show them how they would benefit from the product. One of the best motivators for the sales industry is the fact that you earn more than just a salary, you can also get your hands on a commission for every sale you make!
2. Find where you belong – Your Niche
Know your own preferences before trying to find a suitable job. You’re highly unlikely to like a job that makes you travel a lot if you love staying home. Are challenges your thing or do you like to play it safe? The sales industry has ample of niches to cater to all your requirements.
It is important to find the sales job that best suits you. Also, keep in mind your interests and experience. Look at your work experience or fortes. If it comes naturally to you, it would make it easier to start your sales career. What are you drawn to? Tech? Games? Your interests would also help draw out your best performance and help you do your sales with enthusiasm. You can also choose to focus on your skills, namely the basic and social skills. If you’re good at mathematics, then you might be better equipped to explore financial services. Social skills would also help you out, as some careers in sales rely heavily on verbal communication and some do not.
3. Knowing is half the battle – Research your niche
If you have followed step 2, you must have come up with at least 2 different niches you belong to, maybe even more. Now its time to research your niche itself. Which niche has the best market right, the fastest growth, most buyers, most products, and most services? Which niche will bring you more money? What is the margin of commission you can get in that niche? Is your niche oversaturated? Answer these questions before you pick your niche in the sales industry, to make it a somewhat easier decision. And don’t worry, your success will still be determined by the amount of effort you put in. You can still make progress even if your niche still has a developing market or moderate demand.
4. Diplomacy – Be fluent and charming
Now that you know what you want to do, how do you actually do it? The answer is simple – practice! No two dales are the same. Go through online resources about sales calls, stories, tips and tricks all you want, you won’t get anywhere without practice. All successful salesmen will tell you, keep practicing. They did not secure the best sales of their lives in their first calls or meets. Find your groove. Develop your own style, your persona. Keep practicing. You can read all you want about driving a car, but you can’t actually drive until you hit the gas yourself.
5. Knowledge is wealth – Focus on education requirements
This one would definitely matter a lot. Since there a lot of products in the market, it is important that the niche you picked aligns with your educational qualifications. It would allow you to understand the product easily. There is a high demand for trained and educated salesmen. Some big corporations prefer their salesmen to have a college degree for a sales position or a position related to the product. Your majors will also translate into the area of sales industry you would be assigned to. For example, areas of sales related to cars would require backgrounds in engineering, health care would require a background in science and so on. These requirements are so that you can answer the questions that the client has, making the chance of a sale being successful higher.
6. Popularity pays – Build your network
A network is very crucial for a salesperson. It will definitely make your job easier and smoother. Having connections with other salespeople might also generate business leads. You can also ask them for advice. At times your network might also help you secure employment. Your customers are also a part of your network. They will recommend you to other people provided they like your service and commitment to them. A quick way to start building your network is to attend seminars. You will not only meet like-minded people there but also get expert advice. Exchange your business cards or e-mail addresses and shoot a simple mail to them to keep in touch. Don’t just reach out to your network when you need something, maintain contact with them occasionally. Who knows how they might be able to help you.
7. Pick your partners – Research your employers
The internet is a pool of information. Use it to research about the employers in your niche – your potential sales industry competitors. Attending job fairs is a good method to conduct research too. Take a quick glance at the company’s website or make a call to its HR department. It would help you filter out who you want to work with and which companies do not fit well with your needs. You might want to research on the work culture, the pay schemes, the actual pay itself, commissions, room for growth, location, climate and so on, and pick your best options. You can also use this information to impress your prospective employers. So, researching is a win-win situation. It is highly recommended that you do it.
8. Polish your weapon – Refine your resume
Think of this as practice. You are the first service you will try to sell, and your resume is your pitch. Your resume needs to be crisp, clean and direct. Don’t beat around the bush. Make your profile, give a brief introduction, your experience, relevant skills, qualities, work ethics, and achievements. Make your resume in a manner that clearly highlights your area of expertise. It’s really easy to make mistakes in your resume, so do your research and use guides available online.
Templates may help too. After you think you’re done, double check. Then triple check. Have your colleagues or acquaintances go over to filter the mistakes and polish it further. You should be on the lookout for grammatical errors, spelling errors, vague terms and details, bad objectives, visually unorganized resume and incorrect information. You should also generally try to cut your resume short into two pages. Another common mistake is making one resume for every employer. One word: Don’t.
9. Don’t sell yourself short – Compensation Negotiation
Don’t sell yourself short, but don’t ask for too much, especially if you are just starting your career, you are yet to prove your mettle. Put time into researching the pay scale of the position of sales and the skillset you have. Have the latest information regarding the same and use it to negotiate a salary. Another thing to keep in mind is tackling the interviewer. They’re likely to drop the big questions asking you about what salary you expect. If its too soon to talk about that, ask more about the work itself. Look up salary questions, and the answers to them.
Research your bonuses and benefits. Dental? Mileage points? Look it up and inquire. The most important thing to keep in mind though is to negotiate in person. It is hard to see how your argument fairs on a phone call. You can’t read expressions and respond to them that way.
10. Work to achieve – Set your goals
Set your own personal goals for the year. Make them ambitious so you have something to work towards, but also realistic so you don’t ever achieve them. Make a list of what you want from your first year. Work towards those goals proactively. This will keep you on track and help you push further. Work hard but don’t tire yourself out, pace yourself. Learn to take breaks. Assessing risks is also important every time you take a big decision. Once you know what to expect, it’s easier to tackle the problems. Break your annual goal down to four fiscal quarters. This will give you a long-term plan, with short-term goals.
There are a lot of tools available online to help you realize your dream and work towards it.