Are you just about to start a career in Sales or are struggling to find new leads? Discover the secrets to unlocking sales success as we sit down with our talented sales team for an insightful interview. We’ll be uncovering the keys to driving growth and exceeding targets!
What skills do you think are important for success in sales?
Zul: Communication and social engagement.
Shahir: First of all, you need to understand the product you’re selling. So, product knowledge is crucial. Research the product or learn about it from someone more experienced. Once you’ve fully understood the product, it will be easier to sell and to identify the right audience for it. For me personally, producing a pleasing sales script is vital. Your script must suit your style of pitching and the prospect you are selling to.
Sales is a numbers game, consistency will lead to a higher chance of closing a deal. At the same time, objection handling is very critical. You need to manage the objections positively and not take it personally.
Thivan: Salespeople must have good communication and organizational skills. Without the core knowledge of a product or service, everything else goes down the drain. Aside from that, confidence is another core skill for sales professionals.
Salespeople require problem-solving skills to persuade prospective leads. Often, we aim to identify the problems of their clients and show how it can be solved with the product or service.
Caleb: Confidence, resilience and active listening.
What tips do you have for communicating effectively with customers?
Zul: Listen and ask.
Shahir: In sales, it’s always a two-way communication. Ask the prospect questions and allow them the room to talk. If they are willingly talking and giving feedback, it means that they’re showing interest. Communicate clearly and with the right level of enthusiasm. Intonation is important, to avoid sounding dull and boring.
Caleb: Build a relationship. Remain professional but take the time to be personable with your customers.
How do you handle objections or rejections from potential clients?
Wan: Firstly, understand their point of view to determine whether their objections are valid. Then, explain to the prospect how the product can benefit their business. If a prospect rejects me outright, I will move on to the next prospect first. But after 6 months, I will more than likely follow up with them again.
Affan: Objections and rejections are normal, because not everyone needs our services and products— just like how not everyone likes ice cream. So, guided by the law of probability, we target those most likely to appreciate our value. Always think about adding value.
Andy: In sales, objections and rejections are a frequent occurrence. It’s important to understand that no matter how great your offering is, there will always be objections to it.
Aqeel: Remain calm and composed. Although the client may reject us now, we must stay open for future opportunities. Keep in touch with these prospects and share updates. Who knows, sooner or later they might want to be onboarded.
Can you share a challenging sales experience and how you overcame it?
Wan: Dealing with frustration from facing too many rejections. For this, it’s important to have an unlimited number of prospects in hand so that if one rejects you, you can straight away proceed to the next. Look at it this way—each rejection will bring you a step closer towards the right prospect to close.
Aside from that, would be the struggle to consistently hit the KPI. But with the right strategy, consistent efforts, and the right targeting, you can certainly achieve it. Pure luck and help from team members play a big role as well.
Being a salesperson, I always worry about where my next sale will come from. So instead of being stressed from worrying, I just focus on reaching out to new prospects and keeping myself busy. Being busy means I wouldn’t have the time to worry.
Andy: In sales, the most challenging would be closing the deal. Remember this—rather than only emphasizing how great your product or service is, highlight what it can do to enhance and benefit the customer instead.
Aqeel: It would be extra challenging to persuade a prospect when you represent a smaller company that is lesser known than its competitors. To overcome it, I would highlight published testimonials from our existing notable list of customers.
What advice would you give to someone starting a sales career?
Jackson: Do not hesitate to ask for help from seniors. The easiest way to start is to just do it. Make those calls, find those prospects, but more importantly, get well-versed on and be confident of your product knowledge first.
Kausalya: Practice active listening. By having a strong ability to listen and understand your prospects, it can significantly improve your sales performance. Make your prospect feel heard and gain their trust in order to maintain a good connection with them.
Zairi: Put aside negative feelings such as shyness, laziness and pessimism.
In conclusion, armed with the wisdom and experiences shared by our sales team, you now have a powerful toolkit to unlock sales success. Remember to apply these strategies, adapt them to your unique circumstances, and embrace a mindset of continuous improvement. Here’s to your future sales triumphs!