What a Sales Book Won’t Tell You


A salesperson exuding confidence, experience, and knowledge allows the consumer an immediate sense of confidence. One of the primary difficulties for new sales staff is showing trepidation to their customer base. 

It translates to them being a novice, leading to the client requesting someone with more extraordinary qualifications so they can feel secure in their purchase. Go to 

https://www.entrepreneur.com/slideshow/337113 to learn top tips for selling. A newcomer to a selling team needs to adhere to a few tips to start on the right foot. Some include:

  • Paying attention

You can build rapport if you develop adequate listening attributes. Listening actively to someone is a genuine skill that takes considerable practice, so the other person feels like you indeed hear what they have to say. 

When you develop this trait, and the target group learns you carry this quality, it will build up your consumer base since everyone wants someone who pays attention.

  • The capacity to network

Seasoned sales reps learn that networking in a face-to-face capacity has the potential for building leads plus business relations among the community. There is a minimal possibility for only a one-time connection; instead, developing long-term relationships with real clients that return.

  • Communication

Your target group will comprise people with whom you have to be able to communicate, whether they are extroverted or introverted individuals who won’t say a whole lot. 

In some cases, you might need to interpret the body language to distinguish what the client feels so you can have some influence over the final decision.

  • Competition

Allowing yourself to be competitive is an essential skill for new and seasoned selling professionals. The competition is a good tool for measuring your skills and taking them to the next level.

If you see a rep achieving a specific goal, that is an incentive to manipulate your skills so you can attain that same level of commitment.

  • Resilient

You will have off days, and there will be prospects who walk away unsatisfied, but the way you handle that, bouncing back, is critical. There should be no sulking or carrying that over to the next client you work with. 

While you have to learn from what might have gone wrong, there’s no dwelling over the loss. Mistakes or not closing a deal is merely a learning opportunity so you can get better at what you do.

  • Persistent

Persistence is key in any position in any industry but above any in sales because you keep consistent when many representatives might give up on a consumer who feels resistance. Customers do not want to feel chased, burdened, pursued, or sold to. But they do appreciate a salesperson who follows through, and there is a huge difference. Please do not call them endlessly or spam up their email; that will make them walk away quickly. 

There are other ways to be persistent in a subtle way. Subtlety is everything to a consumer.

How Does a New Salesperson Take These Qualities to Make Sales?

When you have the right qualities to qualify as a salesperson, the next step is to incorporate these into your new position. You do not want the customer to know you are a novice.

If you possess the traits, they genuinely should not be able to designate you from a seasoned pro. While you might have the characteristics, there are still a few tips that will help guide you through the selling process much more smoothly.  Look here for helpful hints for the new salesperson. Check these out.

  • What does the customer need?

First and foremost, understanding the market you are representing is vital. Once you know the target audience’s needs, you can develop an approach that will specifically cater to those needs helping you to sell in a much more efficient and effective manner.

  • Know the product thoroughly

Studying the products and gaining thorough knowledge builds your confidence, reducing any fear you might have had and eliminating potential frustration over dealing with questions you might not have answers for. 

Take advantage of all the product courses to become accurately trained so you can offer solid, clear guidance, explain the value of the goods, and answer questions that customers might not even ask – being a step ahead of them with information.


  • Prospecting

In prospecting (since potential clients reference as prospects), salespeople participate in cold calls or emails to potential leads with an agenda of creating a sales opportunity for themselves. 

The idea is that doing these things will help to nurture existing clientele accounts, possibly grow business, and act as cold calls for new prospects. 

Not to diminish this step, but consumers do not like getting unsolicited calls at home or emails they find spammy in their inbox. This step could backfire and turn potential clients into walk-aways speaking from the other end of the fence.

Final Thought

You should never play the customer for a fool. Using reverse psychology as a tactic does not work; consumers are attuned to being sold to. When you are attempting to close a sale, most of the tactics salespeople use to do so are quite demeaning for an intelligible client. They use assumptive questions or comments such as “ok, so when do we deliver” or “this is the last, shall I get it for you,” with the client having never implied a purchase. 

Do not do these things if you want to be successful. You will read these points in the top sales books because clients take part. As a consumer, I would walk away from that salesperson, and many people would join me. Cold calling – do not call me. When a client wants to buy something – they will contact you, rest assured. 

When you call, that is one person on the list to not deal with. Sometimes consumers need to teach the sales teams classes. The reps would have much more success.


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