A Rookie’s Guide To Become An Efficient Sales Executive
Very often there are instances when people ask you how much you earn. And if you tell them that you are into Sales, or any department of it, you can see the “$” sign flashing in their eyes. It seems ridiculous when people jump to conclusions about how sales executives earn thrice the pay they earn, and mind you, without “much effort”. The only thing that you can wish for is for them to walk a mile in your shoes so that they would understand the struggle you go through to achieve those monthly targets. People out there do not realise the kind of effort you take to reach your goals,for instance, you have to make outbound calls to unfamiliar people, whose moods are out of your guessing radar and please your bosses and all they do is make faces at the sack of gold you carry home after payday! So unfair!
A lot of finesse, patience, knowledge and a bit of psychology, everything goes into the making of a good Salesperson. Also, do you know the world of Sales is very extensive? it’s like a galaxy in itself. Different departments revolving around the only entity known as the Sales Department. Becoming a Salesperson is not everyone’s cup of tea. Personally, I would be a horrible Salesperson since I do not possess the kind of patience that these people have. Here, we looked into the intricate world of sales in general, now let’s talk about the sales executives whose daily routines are the sole reasons for many telephone companies survival. You might have received certain calls that prompt you to buy new sim cards, or port your mobile number from one service provider to another or get to know about certain exciting offers of the very product you were interested in buying. These callers are those Sales Executive that form the backbone of most of the companies. These are the ones who receive plenty of inbound calls and make tons of outbound calls, trying to fulfill the monthly targets. You might be exasperated when they call you up, and instead of hearing them you tend to just blow them off. Have you ever given a thought how your behavior doesn’t change their behavior towards you? How they explain the minute details to you in order to satisfy your query? How they never reflect your exasperation when you aren’t willing to hear them out? This is because they are thorough professionals. They won’t scream at you for asking them some query no matter how bad their day would be, they won’t get frustrated if you keep asking them the same thing more than once. You think it’s easy being on the other side of phone, let’s burst the bubble here- it’s not.
Every Sales Executive who makes calls is perfectly moulded into the polite and efficient Sales Executive he is today. They undergo rigorous training which makes them patient Salesperson that they are right now. Every individual is different, they don’t think alike, they have a different manner of speaking, so let’s say that every telecaller has a different way of speaking. Subjectivity has its way of creeping into the weirdest of the places. So, let’s see what makes these people so different. In other words, let’s look into the traits that every telecaller possesses or should posses.
Pleasant personality: While making calls, you usually begin with a greeting. A pleasant greeting is always welcomed by even the most unpleasant person you might have ever come across. A good telecaller needs to have a pleasant disposition. Nobody wants to hear a brooding voice greeting them a good morning and informing them about the offers they have on a product they were willing to buy had you not wished him a good morning in a sullen voice. So make sure your voice conveys how actually cheerful you are.
Patience – In the grooming sessions or training sessions that are conducted, these trainees are taught the first rule of becoming The Perfect Salesperson- have patience! You must have heard this plenty of times- patience is the key. When you make a call to some customer, and they show some interest by asking you plenty of questions, you have to be patient. Do not be abrupt while explaining the situation to them and do not be rude. You have to be the teacher, and that too a patient one and explain the problem with utmost care to the customer who would be your student in this scenario.
Smart and Savvy: Nobody tolerates fools! You need to know what you are selling and what makes it so unique that people would actually want to buy it from you. An in-depth product knowledge and your unique manner of presenting it would draw the customer to buy from you. Knowledge impresses people and your style, the manner in which you approach them, is going to be one of the major reasons why people would want to listen to you, and why they would want to buy anything from you. So, be smart and savvy and the deals would come knocking at your doors.
Focused, Determined and Driven: A laidback attitude won’t get you anywhere when you are in the World of Sales. If you have a target of 50 calls per day, it wouldn’t harm you if you make 60 calls. But if you make 30, you are digging your own grave. You have to be focussed on your goals, in this case your targets. The world is more than just your monthly targets, so try and work harder and in this process,you have the perfect opportunity for self-growth. Your focus and determination would ultimately be rewarded by your self-growth and your boss evidently.
Pushy People, Beware!: Nobody likes being constantly badgered about the same thing every now and then. So, when they say they aren’t interested, pitch your other product, and even if they say very fervently that they aren’t interested, thank them for listening to you and end the call then and there. You would be at the receiving end from the customer as well as your senior, in case your calls are being barged. So, stay cool, don’t push!
So, the next time you speak to some Sales Executive, remember they are trained professionals who possess some really commendable skills that are honed over a period of time and by rigorous training. Being a salesperson is not an easy task, you have to juggle so many things at a time. So, here’s a pat on your back, to all the Salespeople, Telecallers and Field Agents around the globe. And, to those rookies who have just begun their journeys, you can get an idea about the intricate world of sales from here.