Gallup recently conducted a survey on the honest and ethical behavior of salespeople to sell successfully, which found that people who sell cars or provide insurance services are at the bottom of the list. You probably weren’t surprised to hear that. But did you know that car dealers are not the only ones who do not have good credit? Brooks’s Bill Bruce estimates that about 85% of customers have a negative view of salespeople. But it certainly is not, you can show everyone that they are wrong. By learning the skills to sell and develop them, you can make people think differently about the sales process and sales success.
In fact, if you can do it as a business owner, selling can be one of the most rewarding jobs if you follow these 10 tactics well:
Rule number one – be quiet first and listen carefully.
This is critical in the first few minutes of sales. Remember that:
Do not talk about yourself.
Do not talk about your products.
Do not talk about your services
And most importantly: do not repeat your ads.
Obviously you like to talk about yourself. Do you want to tell your customers your name and why you met them? But what you do not want to do is explain about your products or services because you do not yet know if your offer is of any use to your potential customer.
Rule No. 2 – Sell with a question, not with an answer!
Remember that no one cares that you are so great unless they know and think how great you think they are! So reduce your efforts to sell products and services and instead try to understand why the customer should buy?
In the first place, you have to be attractive to them. Ask them as many questions as you can. Questions should be asked without any hidden agenda or motivation.
Rule # 3 – Pretend your first date is with a potential customer.
Be curious about them and ask questions about the products and services they use. Are they happy and satisfied? Is what they are currently using very expensive? Not reliable enough? Is it too slow? You need to find exactly what your customers want. Keep in mind that you are not currently conducting an impersonal poll. So just because you want to ask a question, do not ask them a question and your questions should be purposeful.
When you learn what customers need, you stop trying in vain to persuade them to buy products and what they do not want. In this case, they will trust you as a valuable consultant and make them more willing to buy.
Rule # 4 – Talk to them the way you talk to family and friends.
Different types of speech, exaggerated tone of voice, quiet and hypnotic voice and the like are not acceptable in today’s sales world. Speak normally, just as you would with your friends and loved ones.
Law No. 5 – Think of things they do not say.
Is the person in front of you in a hurry? Is he anxious or upset or excited? Ask them if this is a good time to talk. If not, ask them if we can have another appointment in the future.
Rule No. 6 – If you are asked a question, answer briefly and pass.
Remember, this conversation is not about you, it is about what is right for them.
Rule # 7: Only after you have thoroughly identified your customer needs can you make a bid.
I knew someone who advertised mannequins. He was so engrossed in his normal and automatic state that he never realized that his client did not even have time to breathe. Do not get stuck in this situation. Know who you are talking to before you say anything.
Rule # 8: Avoid giving a three-hour seminar on a product.
Avoid talking and continuing about things that have nothing to do with potential customer needs. Choose a few good things that you know are right for your customer and tell them about them.
Rule # 9: Ask the customer if there is an obstacle to taking the next wise step.
Once you have completed the first eight steps, you should have a good understanding of the relationship between your product or service and your customer needs. Knowing this and having a sense of mutual trust can now bridge the gap between customer needs and what you offer. You are ready for the last step:
Rule # 10: Invite your customer to take action.
This rule eliminates any “closing technique” because the ball is already in your customer’s court. Closing the deal will keep the ball in your court and focus on you. But you do not want to focus on yourself. You do not want your customer to think that they are dealing with a salesperson, you are not a salesperson, you are a human being who offers a product or service. And if your customer understands this, you are on the right track to becoming a great salesperson.