The ability to sell someone something – whether it’s a product, a service, or an idea – is the fundamental skill at the core of many, many jobs in the business world (especially ones with commission-based pay). When it comes to closing a sale, it’s not all about smooth-talking your buyer. It’s just as important to be able to listen intently, think critically, and to intelligently apply effective sales techniques.
Satisfy your customer
During sales, always try to keep your customer happy and satisfied. Humans aren’t perfectly logical creatures – if someone likes you, they’re more likely to buy from you, regardless of the deal you’re offering. Be friendly, charming, and open with your customer. Give him/her peace of mind. Whatever your customer is looking for, that’s what you should try to provide.
Listen
As sales dialogue start, ask a customer what you can help with and let the customer describe him/her problem or desire. Once you know what she wants, you’ll be able to decide which products, services, etc. best meet her needs. Don’t just listen to what a customer says – try to pay attention to how he/ she says it in terms of facial expressions, body language, etc. If for example, a customer seems impatient or tense, you’ll know that you can probably satisfy him by offering him a quick, easy solution to his problem, rather than giving him a lengthy sales pitch for your whole range of products.
Give your full attention
When a customer is considering making a purchase, you want to give the impression that you’re available to fulfill any needs or answer any questions that may arise. Whenever possible, interact with customers on a personal, one-to-one basis, returning to your other duties only when the job is done. For example, you might say something like, “Great, I think you’ll be happy with this purchase. I’ll meet you at the register when you’re ready!”
Demonstrate your product/service’s value
To really get the customer on your side, show your customer how the thing you’re selling will make their life better. Whether it will save them money and time, give them peace of mind, or simply make them feel good. Make sure your customer understands exactly how the item you’re selling benefits him in real. For instance, car dealers let customers go on test drives and guitar salesmen let customers play their instruments – even department stores let customers try clothes on before they buy them. If the thing you’re selling is intangible or something you can’t let customers touch before buying, think of another way to show customers its value. For instance, if you’re selling solar panels, you might help customers estimate the savings they’ll have on their electricity bill.
Know your field
Ideally, not only do you know the products and/or services you’re selling like the back of your hand, but also those of your competitors. If you know this information, you’ll be able to make comparisons that cast your product or service in the best light possible and your competitors’ in a less favorable light. You’ll also be able to intuitively recommend certain products based on your customer’s unique situation. For example, if you’re selling televisions and you’re approached by a single father wrestling to control 3 unruly children, you might want to use your knowledge of your products to recognize that a certain model has extensive parental control options and to use this information as a selling point.
Build relationships with your customers
A good knowledge of your customers enables you to develop marketing strategies that target their specific needs – and increase your sales. But where do you get, store and sort customer information? CRM systems like ERP Gold can improve your marketing and increase your revenue by doing just that. After making a major sale, consider sending a quick note or making a phone call to make sure your customer’s enjoying his or her purchase. This can give the impression of a friendly, personal relationship.
