Before you make your sales pitch to the buyer, think what the buyer is thinking about and what does he want. That will help you out certainly in deciding what to say and what not to say under any circumstances! Think about what the buyer is looking for and plan your sales pitch accordingly. Gloss over the features that would be the most appealing for a buyer.
Selling anything is anything but easy, as you might have discovered, when you tried to make your first sale. Selling is a tough mind game. Here in this MarketingWit article, I have provided you with some phenomenal salesman tips and strategies, which will not only help you get more customers, but change your whole perspective about selling.
Salesman Tips For Rookies
Who’s the best salesman? The one who can sell a refrigerator to an Eskimo! Nice joke, ain’t it? Besides being a good joke, it also conveys one of the most important sales secrets. I have discussed it further in this article, as we look deeply into the concept of selling. These tips for salesman will certainly help you out in increasing sales. Theoretical sales training is not enough. Nothing can be comparable to practical experience. So without any further ado, let’s go into exploring what’s selling all about and some great salesman tips. Selling is the art of reading people and persuasion. You can only get better with practice of certain basic selling principles. Further are some good tips from some of the best in the sales business.
Know Your Thing Thoroughly
Before you make your sale, you must know every single thing about what you are selling. You must know its unique selling points (USPs). Also know the pros and cons of your products. Illuminate the pros, but do not hide the cons either. It is good to know the strong and weak points of the product as any good salesman, worth his salt, will tell you. It helps, if you have good product knowledge and intelligent customers like that. It enables you to answer their queries thoroughly and gain their trust. You can also recommend them a product according to their unique demands. Customers appreciate the expertise you offer in helping them make the right purchase. Ergo, being knowledgeable about what you sell, is very important. You should also know the competition for your product and be able to explain the advantages which your product offers, over other brands. Instead of a seller, look at yourself as an ‘Assistant Buyer’.
Confidence is The Key
Before you make a sale, you must be absolutely sure about selling it. When a customer sees your enthusiasm about a product, even if he has no prior intention of buying it, he will definitely listen. Make eye contact while talking. Please do not talk like a programmed robot who has been fed product information. It is a huge turn off! So in short, be confident.
It is Not About Logic, But Emotions!
Yes, logically reasoning about how your product is good is certainly important. However, remember your customers (like you) are creatures of emotion, rather than hardcore logic. To sell your product, you need to appeal the emotions and not just logic of the customer. This is what I was talking about in the case of that Eskimo-Refrigerator sale! In some cases, you may want to convince the buyer about how buying the product will provide a major ego boost and add to their oomph quotient. Appeal to the heart and ego of the customer!
Tempt and Conquer!
If it wasn’t for temptation, selling anything would be impossible. Temptation is the weapon with which you can conquer your customer. If you are successful in tempting the customer with your product, half your battle is won. Once they fall for temptation, they are in, hook, line and sinker. Temptation and greed are a salesman’s friend! So make your sales pitch in such a way, that the customer thinks that his life is incomplete without that product! ‘Tempt and Conquer’, that should be your motto. Temptation and greed are your ammunition!
Listen to Your Customer
Listen to what your customer wants and remember what he says. Customer is the unarguable king, don’t forget that. Even if the customer decides not to buy, ask him the reasons for not buying the product. That may help you in later sales pitches. Don’t give up on him too soon. Try to clear the customer’s confusion if he has any and lead him towards the light.
Catchy Display Windows
The display window of your shop is going to bring in a lot of customers. Arranging your best and most enticing products our there is important. Let the customers know about your best products and the special prices at which you are offering them. In times of seasonal sales, make sure that you have your advertisement running in the local newspapers to bring in customers.
Handle ‘No’ Positively
There is always going to be rejection. One out of ten people may actually buy. Still if you make your sales pitch effectively, they may return for your offer some day. Persistence is the key. You have to develop your own effective sales negotiation skills and techniques. You may have to knock on a thousand doors before you close your first deal. That’s how it is. Sales is all about persistence. So taking ‘No’ positively is one of the important sales tips. Take every ‘No’, as a reason to persist more and work harder.
Target Your Niche Customers
Every product has its niche customers, for whom the product may be one of the top items on their shopping list. If you are into door-to-door selling, you have to catch these niche customers for your product and target them. Provide them with good offers for bulk purchases and claim their loyalty! Provide some extra value with each purchase, which makes the customer feel special.
Build Long Term Relationships Through Trust
This is an important part of sales management. Always think long term in whatever you say or do. You can tempt the customers, but do not lie. Lying may help you in selling that product once, but once the customer discovers you lied, it shatters the trust they put in you. Then that customer will not return to you again. On the other hand, if you are honest, the customer will trust you and come back. Follow up every one of your sales deals. This helps in building lifelong customer relations.
Being a salesman is a very challenging job. Thinking with a broader perspective, you will find that we are all salesmen in life. Each one of us is selling something that is in demand in the market. Some sell their talents, some sell labor, while some sell their expertise. One of the most important selling tips is that selling is all about identifying demand in the market, and supplying it. Survival is all about knowing what you are good at, as well as selling it in the market to the highest bidder. Happy selling!