How do I stay persistent without being pushy?

Keep following up on your leads, and respect the customer's boundaries while you do it. If they seem uninterested or hesitant, ease off instead of getting more insistent. Listening to understand what they want builds trust, and that trust is what makes a sale happen.

What should I do when a customer raises an objection?

Address it head-on and work with the customer to find a solution that satisfies both of you. Listen first, so you're aware of the objection before you try to answer it. That kind of listening is also how you build trust with a customer, and trust is key to making the sale.

When should I walk away from a sales deal?

When a customer wants terms or conditions that aren't feasible, walk away. Put your time into finding another customer who's more in line with your goals and objectives. Being flexible matters too, so compromise where it moves the sale forward, but you don't have to take a deal that doesn't work for you.

How should I handle rejection in sales?

Expect it, because rejection is part of the sales process. Treat each one as a chance to learn from your mistakes and adjust your approach. Then keep going. With enough practice and persistence, you'll start to see success and close more deals. Every successful salesperson was a rookie once.

sales skills ·Mar 01, 2023

The Do's and Don'ts of Sales

by Drewbie Wilson

Have you ever been in a sales situation and felt like you were not quite sure what to do next? It can be hard to know the best next step in a sales process, especially if you're new to it.

Key Takeaways

Know your product well enough to answer any question and explain its features clearly.
Research the customer's needs, pain points, goals and industry before the first conversation.
Listen to understand, and don't assume you already know what the customer wants.
Be honest about what your product can do and how long results take, because false promises lead to distrust.
Walk away from terms that aren't feasible, and treat rejection as a chance to adjust your approach.

Many salespeople have been in the field for years but are struggling to make their mark and have a successful career in sales. The sales industry is a tough one. But some basic principles will help you succeed.

7 Do's and Don'ts of Sales

Here are seven dos and don'ts to help you get better at selling:

Do's:

1. Know your product inside and out

You've got to know the product or service you're selling. The more you know, the better you'll be able to answer questions and handle any concerns clients have. And the better you can explain the product and its features, the more likely it is that clients will commit to a purchase.

2. Research your customer

Before any sales conversation, do some research on your potential customer. Learning as much as possible about their needs, pain points, and goals will help you tailor your pitch to meet their specific needs.

Also, learning about their industry can show you how to best position your product.

Hand giving a thumbs up from among lush green tropical plants

3. Listen to understand

One of the most important skills for a successful salesperson is being an effective listener. You need to understand what your customer wants and needs from you, and also be aware of any objections they may have before trying to address them. Taking the time to listen and understand will help you build trust with your customer, which is key to making a sale.

4. Focus on creating value

When you're selling, focus on how your customer will benefit from your product. Focusing on the value that your product creates and how it can help customers achieve their goals will make them more likely to commit.

5. Be persistent but not pushy

Be persistent when you're chasing sales leads, but don't be too pushy. Respect your customer’s boundaries and don't push too hard if they seem uninterested or hesitant.

6. Be flexible

Sometimes, customers will want to negotiate terms. Be prepared to be flexible with your offers to meet their needs and close the sale, because sometimes a compromise is the right call.

7. Show enthusiasm

No one wants to purchase from a disinterested salesperson. Show your enthusiasm for the product or service you're selling and why it would benefit your customer.

Don'ts:

1. Don’t assume you know what the customer wants

Every customer is different, with different needs and goals. Don't assume you know what they want; take the time to listen and ask questions so you can tailor your pitch.

2. Don’t be too pushy

Be persistent when you're chasing sales leads, but don't be too pushy. Respect your customer’s boundaries and don't push too hard if they seem uninterested or hesitant.

3. Don’t ignore objections

Address customer objections head-on and try to find a solution that will satisfy both parties.

water droplets on glass panel

4. Don’t take rejection personally

Rejection is part of the sales process, so don't let it discourage you. Take it as an opportunity to learn from your mistakes and adjust your approach accordingly.

5. Don’t make false promises

Be honest about the product or service you're selling, what it can do for customers, and how long it will take for results to be seen. Making false promises will only lead to disappointment and distrust down the line.

6. Don’t be afraid to walk away

Sometimes, a customer will want terms or conditions that aren't feasible. If that's the case, don't be afraid to walk away from the deal and look for another customer who fits your goals better.

7. Don’t give up

Finally, don't give up in the face of rejection or disappointment. Keep pushing and learning from your mistakes. With enough practice and persistence, you'll start to see success and close more deals.

Follow these do's and don'ts and you'll be well on your way.

Stay positive and never stop improving!

Every successful salesperson was once a rookie. So take it one day at a time and you'll find success in sales!

Good luck!

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