Sales can be one of the hardest or the easiest jobs out there, depending on your skills. Salesmen and women have to spend time on their craft and build up a rapport with their customers. They must know their product or service inside out and know how exactly to sell it. This isn’t possible without a good toolkit behind them. So, what do you need? Let’s take a look at some of the tools.
A quality product or service
You will find it much easier to sell something that you’d want to buy yourself. If your product is bad, you won’t have confidence in it and the customer will see this. Make sure the price is competitive, as customers will mostly choose the cheapest item, and if you have a good price this is something else you can talk about when you’re selling.
A friendly personality
Customers like a friendly face. If you can have a conversation with the customer, build up a relationship with them and find common ground they are more likely to buy as well as pass on good feedback to their friends. If you can’t think of anything to say, flatter them. Tell them you like their jacket, or bag and this will strike up a conversation. Most importantly, don’t forget to smile.
Understanding what the customer wants
Never talk over a customer. Discuss with them what they are looking for and evaluate what you are going to sell to them based on their needs. Ask them how much they are looking to spend and show them a product within their budget and one outside of it. Show them the product and allow them to try it out for themselves.
The ability to overcome objections
If a customer is doubtful about making a purchase, explain to them why they should. Tell them about how it will benefit them, and how this is the best price they will find. Refrain from being too pushy though, as it will only drive them away.
Closing the sale
OK, so you have shown them the product and they like it. Now, you should have the confidence to finish the sale. Ask them a question such as “Would you like me to put this behind the till for you?” After they say yes, offer them add-ons. For example, if they are buying a printer, let them know they will need ink and paper and make them aware that they can get this from you for the best price.
Follow up the sale
Make sure you don’t discard the customer once the money has been handed over. Give them your contact details and tell them that if they are unhappy or unsure about anything, to contact you. If you are selling something where you can give away samples, put a few samples in their bag for them to pass on to their friends. This is a sure fire way to get them to recommend you. Smile at them and say goodbye and thank you. Be polite.
Follow these tips and you will be the best salesman possible. If your job requires you to call people, try a telephone directory like Number Direct.
Leila Jones is a guest blogger, content writer and student. Leila enjoys writing, music and technology.