The document outlines 15 essential principles for salespeople to remember, highlighting the importance of training, product knowledge, and crafting tailored sales pitches. It emphasizes building rapport with clients, understanding their needs, and maintaining consistent communication to foster long-term relationships. Additionally, it warns against mis-selling and stresses the necessity of formalizing deals to ensure successful sales transactions.

1. 15Things Every
Salesperson Must
Always Remember

2. 1. NEVER MISSTHETRAINING
Training, in simple words, means acquiring
the skill and knowledge required to do a
certain job. It allows an individual to gain the
expertise needed to excel at his job. Hence,
ignoring the training sessions is one of the
dreadful mistakes any salesperson can make.
Training helps you to understand the product
better, identify the problems that might arise
during your sales calls and resolve queries
that a prospect might come up with.

3. 2. KNOWYOUR PRODUCT
Customers expect a salesperson to be
knowledgeable, especially about his product.
This also helps in creating confidence about the
product as well as the company.
Find out everything that you can about your
product. Surf through your company website,
read the brochure, interact with the product
trainers, etc. Remember, the more you know
about your product, the better you would be
able to sell.
Also, this along with the need gap analysis will
help you create a compelling proposal which you
can send out to your prospects.

4. 3. RESEARCH ABOUTTHE PROSPECT
Before you call up a prospect or plan to send out
an email, you should always gather some
amount of information about him and his
company.
Understand his behaviour, how he makes
decision, his business requirements and modify
your sales pitch based on this knowledge.
This will set you apart from rest of the
salespersons. This will also give the prospect a
feeling that you know about his business and
you are taking efforts to solve his problems.

5. 4. DEFINETHE CLIENT PROFILE
Client profile/ Persona is a semi-fictional
representation of your ideal customer based on
market research and also, real data to some
extent.
Even though you could be selling one product,
your clients could differ from each another.
Creating a persona or client profile always helps
in such cases.
Categorizing your prospect into one of these
client profiles gives you useful insights into his
buying behaviour.

6. 5.YOUR SALES PITCH ISYOUR MAINWEAPON
Every business/ product/ service has a sales
pitch. A sales pitch is a planned strategy to
convince a prospect using a series of positive
arguments.
Remember, a sales pitch is NOT a presentation
where you keep going on about the benefits of
your product and try to make a sale.
It is more like a conversation, where you ask
questions, listen to the other person and offer
your product as a solution to his problems.

7. 6. ESTABLISH RAPPORTWITH CUSTOMERS
Building rapport is very critical if you want to
develop a long-lasting relationship with your
customer.
Having a good rapport encourages open
communication, helps in developing trust and
plays an important role when it comes to any
client conversation.

8. 7. BE PERSUASIVE
To be persuasive we must be believable; to be
believable we must be credible and to be
credible we must be truthful.
Do not be forcible. Show patience while
listening to your clients. Be tireless while
making appointments. For you, it is a sale. For
your client, it is a need. It is going to take time.
Do not lose focus and do not shy away from
following up.

9. 8. IDENTIFYTHE NEED GAP
This is one of the important things which will
help you close a sale.
Once you find out about the customer’s
requirements, try and figure out what steps
must be taken to solve his problem.That’s need-
gap analysis.
Once you have done that, see how your product/
solution fits into it. Simple, isn’t it?

10. 9. ALWAYS CARRY A BROCHURE
You must be wondering – I don’t need a
brochure. I know my product better than anyone
else.
You are right!
You don’t need a brochure but your client does.
Remember, he is on a constant look out for
information which will help him make a decision,
and this brochure fits right into it.
By giving him this brochure, you are not only
providing him with information, but also
empowering him to make a decision. Who
wouldn’t like that!

11. 10. SELLING IS ALLABOUT RELATIONSHIPS
A sale is not just about the product or a service.
It is about trust and confidence that the
salesperson brings to the table.
Remember, people like to buy or interact with
the person whom they like. Building relationship
is harping on this very behaviour.
You might be able to close the first sale using
your skills, but only developing a good client
relationship will get you the repeat business.

12. 11. INTERACT AS OFTENASYOU CAN
Why do brands like Coca-Cola orVodafone keep
advertising all the time?
To stay on top of your mind.
Similarly, keep interacting with your prospect/
customer on regular basis. It will help you
develop rapport and build good relationship
with your client.
There are many ways to do this. Calls, Mails,
Newsletters, Festival Greetings, Demos, etc.
Choose whichever you feel will work for you.

13. 12. IT PAYSTO SCHMOOZE
Many would say it is a waste of time. Many
would say it isn’t!
But if done properly and professionally, it will
help you understand the customer better.These
small talks help you strike a conversation with
the customer and set a mood conducive to an
open discussion.

14. 13. CONVICTION ISTHE ULTIMATE OBJECTIVE
Conviction is believing in yourself as much as the
product or service that you are selling. It takes a
little time to build conviction but it is also the
most important trait that a sales person
develops
And why? It’s simple really. Now how would
make your client believe you if you don’t believe
in yourself..

15. 14. NOT EVERY PRODUCT FITS EVERY CLIENT
A solution is often an idea and its execution.
As a sales person, it is important to understand
the needs of your client, to measure their
requirements and gauge the existing gaps.
Mis-selling is akin to making false promises or
cheating. Don’t do it.
If you can’t see your product filling the void or
the gaps to meet your client, do not sell the
product.

16. 15.THE DEAL IS NOT DONETILL IT IS DONE
The proof of the pudding is in your eating.
A deal is always official. It is struck in documents
and agreements. Before you jump in joy at your
client nodding at your proposal, ensure that the
deal is complete in all respects. Don’t leave
anything for speculation and use a fine tooth
comb to ensure that there are no voids in your
proposal.
Has the client now signed your documents and
agreements? If yes, it is time for you to
celebrate. If not, then wait until it is done.

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