“Behind Every Sale is a Person.” Too many inexperienced or unsuccessful salespeople treat customers as a commodity or commission—NOT as a person. Removing the value from the people you interact with dehumanizes them and reduces you to a little more than a street hawker with a memorized sales pitch, and the customer will notice.
This principle goes beyond simply being personable and responsive. You need to put yourself in the customer’s shoes. Fundamentally sales is about finding solutions and resolving problems using the available products. You help people or businesses address their needs and feel (Most Importantly!) successful and good about the sale afterwards. No buyer’s remorse!
Steps towards success include:
- Caring about your customers
- Providing trust and service
- Focusing on what the customer wants—not what you want to sell them
Understanding factors that can undermine a customer’s willingness to buy
- They don’t trust the salesperson
- They don’t feel a need for the service
- They don’t feel the product offers more than a competitors’ version
- They aren’t in any hurry to buy
Once you understand the customer you can refocus on the purpose behind your sales—to give people the satisfaction they want and need via your product. You’ll be better able to put the buyer at ease because you are working for their best interest, you care about their experience, and you are working to give them what they want.
And always act with confidence. What really sells a product is when a salesperson believes in it himself, and also has confidence in the product they are selling. Before every sale you have to give yourself a confidence boost. To do this remember a past successful sale and how good it made you and the customer feel. Get a picture in your mind of how things can go right. This will automatically raise the confidence you have in yourself even after unsuccessful attempt. Feel and think like a winner and you will become a winner.
To summarize the buyer-seller relationship, remember:
- Keep it personal
- Make the experience positive
- Keep your confidence at a constant high
Selling habits from understanding the customers’ needs we move on to developing good selling habits. Successful habits include:
- Maintain Eye Contact
- Be Friendly
- Look Professiona
- Be Enthusiastic
- Be Courteous And Tactful
- Be Observant
- Be Appreciative
- Have Ambition
- Have Product Knowledge
Smile: It costs nothing, but it will help you sell more and improve your image. A smile shows your customer you feel good about yourself and will help him or her to feel good about what they buy.
Maintain eye contact: Always maintain eye contact with the customer, this lets him know he has your complete attention.
Be friendly: Always greet your customer in a warm and friendly manner. Remember details about their lives and show genuine interest and respect.
Look professional: Always be neat, clean, and professional. How you dress reveals a lot about yourself and you want that impression to be as positive and professional as possible.
Be enthusiastic: Put a little spark in your voice. Let the customer know you like your job by your enthusiasm.
Be courteous and tactful: Be polite and never say anything offensive or crash to the customer. Don’t speak over them. This will help your customers respect you and trust you better.
Be observant: Observe your customer’s needs; look for dirty wheels, a dull finish, or an accumulation of road salt and recommend possible services to accommodate these problems.
Be appreciative: Always thank your customers for his/her purchase.
Have ambition: Set daily and monthly goal for special service sales. Setting goals gives you a driving force that helps you want to sell. make sure your goal is attainable—if you set it too high you may give up easily because it feel out of reach, and if you set it too low, once you have reached your goals you lose your ambition. If you have trouble setting goals, ask your manager to set a goal for you.
Have product knowledge: Know what you are selling. Tell the customer what the product will do for him and why he should buy it.