Sales is the order of the day. Successful sales person decides his own pay cheque! So those keen on growing big should start with thinking big. Instead of running from pillar to post, just attend a few walk-in interviews and lo, you are already in a job.

Qualifications : Communication is the key. So a short but good practical oriented course in communication, presentation and self management for effectiveness, is all you need. Age is no bar. Anybody be it a collegian, housewife or even retired but not tired person can pursue this career.

Special Advantage : You can work as a free lancer or even part time as long as you can bring the results thus fetching big bucks for you too!. Here are your 9 steps to riches :

1) Know your Product : Have a complete knowledge of the ware you are going to sell. This is important not only to present the product from buyer's point but also satisfactorily answer any query put to you regarding a particular aspect of the product. Do not bluff. Admit that you do not know and say, “I will find out” and to collect further information from your company.

2) Study your area of operation : Before starting your sales campaign in an area, try to know first something about the people living there, especially their interests, salary range, background etc. This knowledge will help you to make your prospective buyer to feel elated that you recognize his importance and this will put him in a receptive mood when you approach him.

3) Clarify the doubts : Before approaching a prospective buyer, try to place yourself in his position. Jot down on a piece of paper the probable questions that he might be asking you. Make a few notes on the answers first.

4) Handle Price competition : Today's market is a competitive one. You should, therefore, be in a position to handle the lesser price aspect. Do not get upset or angry on hearing such a remark. Be cool and with a smiling countenance convince him about the price of your ware. A good salesman can handle such a situation by saying, “I have no quarrel if my competitor sells for less. After all, he ought to know what his article is worth”.

5) Making Calls : Do not fight shy of making calls. Remember : “No calls, No sales”. So get up and go. During your calls, use courtesy words like `Please', Sorry', `Would you mind', `Thank you', etc. words which are worth their weight in gold.

6) Keep that appointment : If you have an appointment with a prospective buyer, keep that appointment and be on time also. Your failure to do so may spoil your chances of selling your ware. Apart from this, do not forget to remember that first impression lasts the longest.

7) Use Power of Persistence : You cannot be sure of selling your ware at the very first approach. You may get a `NO' to you not once but a dozen times. Do not, however, lose hope. Have the confidence in you that by going on trying you will succeed ultimately. It is said, “It is better to travel hopefully than to arrive”. This saying when simplified and adopted to your sales drive means, `KEEP TRYING'. Let this saying be your guide.

8) Do Follow-up : A good follow-up is necessary after making a sale. After a reasonable time, contact the buyer to know his reaction. If he has a complaint to make, welcome it and make him happy by your attention, care and friendliness. Remember that his complaint gives you opportunity to improve your product, your service and your public image. This is a great way to build good customer relation!

9) Put Hard work : If you really want to make your career a success, you will have to work hard. That is why it has been rightly said, “He who works with his hands and his head and his heart and his feet is a winning sales person”. It is well said, “Work, work with all your heart, with all your might, remembering also that work is life. Genuine work is its own reward. Work is the normal state of man”. So keep yourself enthused and inspired and pursue higher targets.

Just follow these steps and you are bound to achieve success and prosper!
L. V. RAO

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