Your life as a direct sales representative is not an easy one. Difficult or abusive customers are not uncommon, but how you deal with every interaction can determine your ultimate success. When you accept the notion that your job is incredibly challenging, you can deal with the low points without decreasing your motivation or pride. Rejection is part of the job, and some salespeople handle it much better than others. Some reps will quit after a series of rejections or uncomfortable experiences, but the ones that take failure with stride and overcome their fears are the most productive. The following sections display how you can increase your sales and find lasting success.
Know the Area
Your territory is your office, and it’s crucial to understand and respect the neighborhoods on your route. Your product or service must be relevant to the area in order to be successful. If you’re selling high-end vacuum cleaners in an economically depressed location or trying to sell pool installations in a neighborhood prone to flooding, you’re unlikely to rack up many sales. Research your territory thoroughly and use sales territory mapping to increase your efficiency and improve customer service. When you find success in one area, you can expand to other neighborhoods that have similar characteristics.
Break the Ice
How you approach a potential client will determine your success. Most people are wary of strangers or salespeople during normal times. During the current crisis, people are more apprehensive of strange people knocking on the door. Everyone will have their guard up when you meet them in the doorway, and it’s essential to put your customers at ease. Avoid a direct plunge into your sales pitch when the customer opens the door. Introduce yourself, and find something unrelated to your pitch to break the ice. Mention the impressive landscaping on their property, or make a positive remark about their car in the driveway. When you break the ice, you don’t come off as a pushy salesperson. You can initiate a conversation with the customer, and then ease into your sales pitch.
The product or service you provide may be completely foreign to your clients. It’s crucial to become an expert in your field by performing research in your downtime and staying updated on evolving trends and changes. If you’re successful in drawing a customer into a conversation, you should anticipate any questions they have. A challenging question that trips you up or causes you to say “I don’t know” can frequently cancel your sale. A competent sales rep can promptly answer any question and provide clients with additional literature on the subject.
Although most sales managers stress the importance of respecting the clients, some reps let their emotions ruin their prospects. Aggressive tactics are useless on most of the world’s inhabitants. Some pushy salespeople try to intimidate their customers or try to make them feel guilty for rejecting their pitch. These shady characters can make a few sales with their bullying techniques, but ultimately, they won’t make a very good living. Social media can spread the news of an unethical sales rep quickly, and a foul reputation online can lead to a doomed career. Be polite to your clients, and if they swear at you or threaten you, you should simply walk away and move on.
Deal with Rejections Positively
Unfortunately, rejection is a part of your job, and even the most skilled sales reps cannot escape it. The myth that the best salespeople can sell anything to anyone is not accurate. When someone resists your pitch and becomes enraged by your presence, it’s time to move on. To be effective in your career, you can’t get discouraged by unruly customers. If you sense that someone is unreachable, politely thank them for their time and continue your search.
Although it may seem like a critical part of human interactions, honesty is not a high priority of every salesperson. Some reps use deceitful tactics to lure their clients into a sale, but most people can spot dishonestly easily. If a client feels like you’re not on the level, you’re not going to close many deals. Being transparent with your customers puts them at ease and establishes trust. No one will buy from you if they can’t trust you. When a client asks an embarrassing question about something they read online about your company, you should answer honestly and without pause.
There aren’t any magical formulas or tricks to finding success as a direct sales representative. Authenticity will bring you more clients and wealth than deceit. When you’re straightforward and honest with your pitch, you’ll gain loyal customers and increase your commissions.