Rainmaker Skills

Many of us need to sell products or services to generate an income, be it in a traditional sales role or not. Those people that have made an art form of the process are often referred to as ‘rainmakers’. There is a common misconception that only certain people have the characteristics to fall into this category and that everyone else is doomed to mediocrity. Anyone can sell and sell well as long as they follow a few key tips.

Learn to develop trust between yourself and the potential customer. Trust will be gained once you prove that you have their best interest at heart. To best achieve this know what the customer wants and provide a solution to fix that problem.

Establishing what the customer really wants is a matter asking good questions and listening to the answers, this way you create a connection with the buyer. When explaining how you can assist the customer outline how you have assisted others with similar problems.

Be confident in your product or service as this will give you confidence in selling the potential benefits. This confidence will help convey to the potential buyer the value in the product or service.

Make a good impression. By taking your level of service beyond the normal expectations of the customer you can distinguish yourself from your competitors and wow your potential buyer through your personal approach.

Identify your relative strengths to your competitors and ensure you promote these benefits both in the value of the product or service and your processes.

As with any venture your chances of success are greatly improved by developing a sales plan or system. By researching who your market is, their needs and how best to communicate with them you spend less time on unqualified leads. Put a process in place to add value to the customer’s experience and help convert those leads to sales.

Finally, monitor your successes and failures and change your strategy accordingly. Don’t just look at revenue, margin, and average value sale but consider including lead activity indicators such as number of contacts, conversions, qualified prospects, number of closed sales and leads from various events.

Armed with a positive attitude and a clear strategy anyone can greatly improve their sales skills.

Richard Kemp – Watts Price Accountants
E: richardk@wattsprice.com.au

The advice provided on this Article is general advice only. It has been prepared without taking into account your objectives, financial situation or needs.