The Professional Sales Representative
Article #2 of 3 in our Membership Sales Success Series
By Raeanne Woycenko, CMS Consultant
CMS Canada
What does it take to be a professional? First, you must start with your job description.
The first of this three article series on sales success addressed the importance of having BELIEF in your product and its BENEFITS! As a club sales representative, if you have that sincere BELIEF then you are well on your way down the path to sales success.
The next and very critical step is establishing yourself as a PROFESSIONAL. It is your responsibility to learn as much as you possibly can about the industry, fitness and its benefits, your specific club, equipment and services, and then, of course, sales communication and techniques.
So what does it take to be a professional? First, you must start with your job description. You must have a very clear understanding of what your job is, what is expected of you and how much time is to be allocated to performing specific tasks.
Next, you must have thorough product knowledge. The better your product knowledge, the more enthusiasm you will help your prospect generate during the sales presentation, the prospect will feel confident and at ease with your recommendations and you will be better able to handle potential objections.
Another trait of a professional is the ability to always maintain a positive sales attitude regardless of the situation or circumstances…. It is your number one sales tool! When you are doing a sales presentation it is SHOWTIME. Each prospect must receive the same quality of tour and presentation from you whether it is eight o’clock in the morning when you are fresh and alert or if it is eight o’clock at night when you are tired from a long day of work.
A professional will maintain a level of excellence.
As a professional, you understand that YOU are the presentation and you must present a healthful and professional appearance. Be sure to be well groomed, with clean and proper attire. First impressions are important! We have been taught not to “judge a book by its cover” but we all do! So be sure to put your best foot forward.
A professional is always prepared and always on time. Don’t get caught running in late for an appointment from lunch or in a presentation without your necessary materials. If you fail to prepare, you have prepared to fail.
As a final note, you must keep in mind that the prospect inquiring about your products and services is contemplating making a very important decision and they are relying on you to be the “expert” that can help them. For many, this is a highly emotional decision. If you establish yourself as a professional, the prospect will be more confident with your ability to help them and much more likely to accept your recommendations.
Take the time to invest in yourself and reap the rewards of improved sales success.
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