A good salesman will never be out of a job. There may be challenges, but hang on

What sales tips would you offer to someone new to the field?

Jumping into a sales job or another desk job straight from kollel can be jolting. Success will require a lot of self-motivation, frustration, relationships, and tefillah. Here are some helpful tips:

Believe in your product. You’ll get lots of nos; don’t be deterred. The more you engage, the more you’ll learn your product’s true value. When you question your product, you’ll tap out before you give yourself a chance.

Believe in you. You’ll get rejected. That’s a fact! If you’re doing a great job of networking and connecting, you’ll get rejected even more. Without strong confidence in yourself outside of your sales role, it’s easy to take that rejection personally, and it won’t take long to lose the motivation.

Don’t confuse objection with rejection. I never made a sale that didn’t get its share of questions. Objections are questions. When a prospective client doesn’t want to get on board with an attempted sale, read between the lines. Ask about their hesitation. Maybe even assume a reason. They’ll tell you if you’re wrong. Now you’ll have a new angle on how to sell the product.

Go into a sales conversation listening. It’s so easy to think that talking our way into a sale is the way to close. But that doesn’t let us tune into the needs of our clients. The more we let the client do the talking, the more we’ll learn about their needs and frustrations. Use open-ended questions to get them started and don’t interrupt; they are literally telling you how to sell them the product.

Get a mentor. If you don’t think you need one, wait three months. Anyone you look up to in sales has had hard times too. They just persevered while the others left the field. People like to give advice. You’ll be surprised by the generosity of your role model. It may also turn into one of your best connections.

Be the expert in the room. You just started your sales job. You’re still learning the industry. Do you know more than your prospects in this area? Convince yourself that yes! They’re talking with you, the expert. Display confidence and you’ll have a more productive conversation. Create an aura of being “the guy people should be speaking to.”

A salesman is integral for a company’s growth. A good salesman will never be out of a job. There may be challenges, but hang on.

Shalom Markman, Account Executive, Fidelity Payment Services

Sales is about getting your product or service in front of potential customers or clients.

There are different ways to accomplish this. I’ve hated cold calling since day one. I tried it, but it wasn’t for me. Instead, I focused on building a brand around myself on LinkedIn. I was careful to post interesting content, and to share my struggles and triumphs. If you only post about your product or service, people get bored very quickly.

LinkedIn is the largest business platform out there. If used properly it can be extremely valuable. I get a nice amount of business through LinkedIn, and I rarely message potential clients; instead, they generally come to me.

Sam Berkovicz, founder of Epic Signs

Lose 70 percent of the market. Stop selling to everyone! In both marketing and sales, it’s crucial to determine the 30 to 50 percent of the market that most appreciates what you have to offer, and then sell only to them. When you stop being everything for everybody and instead focus on what you do best, your value skyrockets.

Begin with your negative, then be sure to end with your positive. When you start by acknowledging any drawbacks of the product or service you’re offering, this creates transparency and trust. After acknowledging the negatives, focus on highlighting the positive aspects, emphasizing your product’s unique features and benefits. This approach shows that you understand customer perspectives, builds confidence in your offer, and solidifies your positioning in the market.

Listen, Listen, Listen. The power of listening cannot be overstated. Active listening will build a rapport with your clients and make them feel validated and understood. Most importantly, you will hear and understand their pain and challenges. This will enable you to position your strengths and offerings to align with their needs.

David Konigsberg, CEO BrandHero

Actively seek out opportunities to network and promote your brand.

Shows and events are the perfect platform for you to interact with potential clients, partners, and investors. By talking to people and sharing your passion for the work you do, you can create valuable connections. Show your excitement for the work you do. People will be more likely to remember you and your company if you convey passion and enthusiasm.

Chuny Deutsch, CEO, TOPTECH-CABLING

The Danger of Autopilot

Most business owners want to run a well-oiled business. The problem is that many of them turn on autopilot instead of overseeing operations. They get so comfortable doing the same day-to-day tasks that they don’t have time for anything else. If you’re running your business on autopilot, know this: You might be sacrificing efficiency, productivity, and growth.

A successful business needs a wide-awake human in the pilot’s seat. A wise CEO keeps a close eye on the workflow, periodically assessing the blueprint so that every process stays in line with a well-defined set of goals.

Start by taking a bird’s-eye view of your blueprint to understand what’s working well and what’s not.

If something isn’t working, you have three options:

1) Eliminate it. (For example, templates eliminate the need for creating proposals from scratch.)

2) Delegate it. (If you’re hoarding tasks that your team could manage, let them.)

3) Automate it. (If you or your team are doing tasks that software can manage, get that set up.)

When you stay engaged in the details and make smart decisions to improve your systems and processes, you have a well-oiled business and a productive, happy, and efficient team.

Malky Weinberger & Gitty Chein, Cofounders of Projx

(Originally featured in Mishpacha, Issue 981)