4 Critical Things to Remember When Selling to Customers
Posted by Abdul Vasi on 15 Apr 2010 at 3:06 pm | Tagged as:
A good sales person can sell almost any product to anyone on earth. What differentiates good sales people from the mediocre? It is not the sales person or the buyer. What matters most is the relationship between the two. This is something we need to understand is the only, repeat only constant thing. The buyer can change or the product can change yet, sales people will do a good job at selling anything only if they remember to build that trust & a long standing relationship. Here’s how:
1.Body-language, Smile and Tone: Ever heard of ‘The first impression is the last impression?’If you are nervous while making a sale, people will somehow sniff it even if you camouflage it well. Remember always that you are talking to civilized people and they don’t attack, unless you ask for it! Look confident, hold your shoulders square, jaw slightly tilted upward and genuinely smile. Watch your tone – if you sound enthusiastic, potential customers will pick that up.
2.Customers’ Needs Come First: Never sell a product to a customer who doesn’t need it just to achieve your sales target. You may succeed in convincing your customer, but once they realize they’ve been conned, they will never trust you again. This means, when you move companies, or change products, that many people will refuse talking to you. Think long term.
3.Ask For The Sale: Once you have finished your pitch, look for clues. Is the customer ready to buy? If yes, ask for the sale. Ask questions like ‘so what do you think?’, ‘shall I sign you up for this..’, ‘If you are ready to make a check payment now, I can have the product delivered by..’ Remember, there is a fine line between being pushy and persuasive.
4.The Sale isn’t the End of the Relationship: You will keep bumping into your customers again. This is a small world. Ensure that you give them good after sales service. In case you move on to another company, call them & let them know that someone else will take care of their account.
Do you remember a good sales person? We would like to hear what about this persons approach appealed to you.
