Selling is all about convincing the customer that they need your product or service. In order to do this, you need to know your goods like the back of your hand. Every single detail must be etched into your memory banks and you must be able to pull them out at any given time. By doing this, you’ll be able to show your customer that you know your product and you know what you’re talking about. Just make sure that it doesn’t sound too rehearsed or robotic – that’s off-putting for a lot of people because you may come across as pre-programmed. Nobody likes a salesperson who doesn’t quite understand people and how they use your products.
You also need to make a good first impression. You need to look the part of a salesperson and part of the team. If everyone’s wearing a uniform and you’re not, chances are the customer will ask someone else to assist them. While appearances don’t necessarily reflect the knowledge or information a person carries, customers prefer their salespeople to be dressed properly and to be ‘normal’. There’s something about dressing smart that encourages people to trust someone when spending money. Look professional and you’ll sell professional.
Being able to relate to a customer is important when it comes to securing a sale. If you can make them feel like you know the situation they’re in and that you would recommend a specific product, chances are they’ll go with your advice and follow through with the sale. You also need to show some form of emotion. Coming across as someone who also faces a variety of choices when entering a store allows the customer to identify with you. Basically, you need to put them in a comfort zone when it comes to asking for help. The more comfortable they are with you, the more they’ll talk to you and the more opportunity you’ll have to talk them into buying your product.
Make sure that you have a demo unit on show. People love to touch and feel something, especially if they’re going to be spending money on it. Give them a demo to hold, touch, feel and see – then throw in all the info and benefits and why they need the product. The equation to follow is simple: Physical model + cognitive information = sale.
The last is probably the most important: don’t fear rejection and don’t let it dampen your desire to be the best. If you’re ready to give up after the first few “no thank you” responses, you’ll never get anywhere. Go out and give every customer the same confident and happy pitch. Once the first “yes” comes in, the rest will follow.
Some people are born to sell, others need to work hard at it. If you’ve got the will and the desire to be the best salesperson, make sure that you’re using all the tools at your disposal. Who knows, you could be the next big thing in sales.