What makes a great salesperson in solar sales process?
- News, Sales trends
Author: M.A Martyna Marlikowska
Substantive support: Dr. Eng. Krzysztof Bartczak
Spis treści
Who is an effective salesperson?
According to our observations, an effective salesperson is substantive and communicative, after a meeting the customer is aware of his need, the proposed product is able to meet it, and the customer’s knowledge is supplemented.
There is no single path to becoming a top salesperson. Some people have to work for it, for some people the set of features that increase the chance of success in this profession is simply given and flows in their blood. We can call them natural born salesperson. Not everyone has it, but you can train personality traits. How to develop these qualities in yourself? Work as a sales professional, gain sales experience and draw conclusions.
However, you can try to name this set of personal characteristics that predispose you to be a great sales professionals.
Sales industry - what determines success in sales?
Success in renewable energy sales is when the client, after meeting with a committed salesperson, feels adrenaline instead of disgust, his doubts are discussed, and the meeting ends with a specific commitment. The work of a salespman or salesperson involves effective communication with the potential customer and negotiation skills, which translate into the salesperson’s results.
This commitment is not necessarily a YES purchase decision. It’s about making an appointment. For example, if a salesperson has to verify additional information and get back to the potential customer, the meeting may end with a confirmation that they will call the salesperson with feedback at a specified time, preferably as soon as possible. It is worth asking and writing down what hours the client is usually available.
Seller's essentials - what are the basic sales rules?
Are you wondering what a good salesperson must be able to do? Stick to the basic sales principles to achieve success. Meaning:
- Always be substantively prepared.
- Have a positive attitude towards people on a daily basis and in contact with a specific customer, talk about his needs and try to reach his real concerns related to the purchase.
- Impress the client by using modern tools, e.g. Solares PRO. Calculating the power and price of photovoltaics using a dedicated calculator and presenting a refined offer filled with important details can help meet the client’s hidden needs, leading to the expected result.
- Present the product benefits tailored to the customer’s needs in the feature-advantage-benefit formula.
- End the sales meeting with an appropriate closing of the transaction. What does it mean? To simply ask whether his doubts have been dispelled and whether he is interested in purchasing the product. In this way, you can also verify the effectiveness of the meeting.
Characteristics of an ideal salesperson - what is a great salesperson?
- Authenticity.
- Healthy self-confidence.
- The ability to listen carefully with understanding – active listening skills.
- The ability to make eye contact.
- A decisive but calm voice.
- Substantive knowledge.
- Awareness of yourself and the way you communicate verbally and non-verbally – the ability to self-presentation and effective sales pitch.
- Good intentions and being friendly.
- The desire to get to the client’s hidden concerns and to deep understanding.
- Quick response to questions, digressions reduced to a minimum.
- Good working memory, reliability of data entry and fulfillment of promises regarding contact and subsequent sales stages.
- Curiosity about other people and their stories to make stronger relationships.
- Real analysis of your actions, successes and failures, not getting discouraged.
- Willingness to develop and acquire information in the photovoltaics, heat pumps and other renewable energy sources industries.
- An active way of spending time and the ability to relax.
Bad salespeople - what not to do?
Sales techniques - are they needed to make a sales career?
It is definitely worth sticking to the basic rules described above and being authentic. Don’t hesitate if you don’t know something, just promise to verify a given issue. But does effective sales always use negotiation methods and techniques?
There are interesting direct sales techniques, sales closing techniques used by the most successful salespeople, that can increase your chance of purchasing solar. However, they do not work for everyone, and they may discourage a person who is aware of their use if it is done without sensitivity. It is worth getting to know them in order to be aware of the human psyche, but not to reduce the sales process to perfidious manipulation.
How to sell photovoltaics - habits of top salespeople
Krzysztof Bartczak, head of solar company, EasyOZE Poland and originator of photovoltaic sales platform Solares PRO suggests:
“Best salespeople are not afraid of sales calls, close deals faster and more than others. Moreover, challenging situations drives them and clients are delightetd. Of course we can’t forget about acting in the best interests of the company. Also being good listener and starting conversations with confidence. Then product or service will be sold. Sales role in photovoltaics is necessary. Best salespeople can also accept failure and move on. Good bosses send employees to training and practice their skills – I do. Do you want to be a good salesperson? Look for potential customers wherever you go, believe in what you’re selling and use innovative technological solutions”.
