You’ve just landed your first sales job. Bright eyed and bushy tailed, you’re ready to get things rolling.
But what’s next?
How can you make the most of this new opportunity, and crush it in your first sales job?
It comes down to avoiding some common mistakes, taking the right actions, and controlling your temperament.
Here are 5 tips all rookie salespeople should take to heart.
Reframe Rejection
You're a sales rookie, but you probably know this already. Yesses are hard to come by. So it's important to avoid looking at rejection, even a lot of it, as failure. The key is to reframe rejection so you can stay confident.
How? For starters, try to see every sales pitch, regardless of the result, as moving you closer to a sale.
In reality, most yesses happen well beyond first contact, so no's do literally pave the road to yes. Situations change, needs change, answers change. So take note of why you didn't get a yes, think about the next step, and keep moving forward.
It's also important to remember that there is a lot to learn from “rejection.” So rather than letting it get you down, see it is a reference experience to grow from. The more you learn, the better.
Hang With the Best
They say, we're the average of the five people we spend the most time with. So, you should do everything you can to hang with the best salespeople in your company. Listen to their sales pitch, the way they ask questions, the way the handle objection, and how they speak.
It’s not difficult to find these sales all-stars. They’re usually the salespeople who get praised in sales meeting and referenced as good examples by the sales manager.
You can also look for a sales mentor, someone with whom you share mutual respect, and who is willing to help you grow.
Study, Study, Study!
As a new salesperson, upon getting your new sales materials you should be prepared to be a student again. If your company gives you a handbook, read it inside and out. If there’s a scripted pitch, memorize it so that you can say it naturally.
Research your competition. Understand how you compare. Know what your value propositions are, and what makes your product or a service a great solution to a real problem.
The more you know about your customer, your competition, and your product, the more natural and honest your responses will be.
And of course, become a student of sales in general. Here are our picks for 5 of the best sales books of all time.
Asks Lots of Questions
Don't be afraid to ask questions. If you’re confused about something, or not quite sure how to do something, don’t hold back – ask! Remember, this is your first sales job. It's understandable that there are things you won't know, and it shows you're hungry for success.
Of course, don't let questions get in the way of action. Some things are simply learned by getting out there and selling.
Be Humble
You may be lucky enough to crush it right from the beginning. But, don’t get too excited just yet…
When you first start the job, you’re excited and trying to do everything right. You’re not familiar with the rocky road of sales success – so, when you achieve success initially, it feels almost too easy.
But beware: sales success isn’t always so easy. Your hot streak will eventually cool down. So, it’s key to stay humble during this time of early success. Otherwise, when you do inevitably cool down, you’ll be mentally prepared.
This humbleness will also allow you to keep learning and focusing on the fundamentals. That way, you won’t be dependent on random hot streaks.
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As a rookie salesperson, don't leave sales success up to chance. Use these tips to stay confident, stay focused, and get you started on the right path. From there, the sky's the limit!
For those more experienced salespeople out there: What else would you go back and tell yourself as a sales rookie? Let us know in the comments below!
