In selling it’s always time to change or upgrade what you are doing. The old adage of “if it ain’t broke, don’t fix it,” generally doesn’t apply after a year or so, if a new product is released by a competitor or if the market changes and the buyers requirements change. Sales is an evolutionary process. Just like any other professional, a good salesperson is continually learning and updating his or her skills.
In order to do the best job for your prospect you’ll need to ask the right questions. Some should be routine, and others more personal. Respect the fact that they may decline to answer the personal ones. However, most prospects are usually more co-operative if you let them know that whatever they tell you will remain confidential, even if you write down each answer. The secret to a good questioning technique is good communication.
Minimise the Buying Risk
Your customers want to feel secure whenever they buy anything from you. A good salesperson will work at taking away any risk factor, and if there is a product satisfaction guarantee, or money-back guarantee, the seller will make the buyer aware of it.
If on the other hand the company does not offer money back guarantee, the wise salesperson will highlight areas of the warranty policy offered by the manufacturer, knowing that a customer will buy more willingly if they feel they have peace of mind with the product they are investing in. And eliminating the risk will also increase the amount the customer is likely to buy at ant one time.
Salespeople will may also increase their sales volume if they keep in mind three fundamental selling tips. And they are:
- Sell the benefits they get as a consumer.
- Create a complete package where they have all they need at the time.
- Minimize the buying risk.
Handle Detail to Perfection
Here are just some of the things high achievers do habitually. They . . .
- handle detail to perfection;
- have positive habits;
- develop a strong support system;
- keep promises;
- ask for referrals;
- are long term high level performers;
- work to call objectives;
- don’t take repeat business for granted;
- never pre-judge;
- have positive habits;
- and are never indifferent.
But remember, these are just some of the things they do habitually, how do you compare?
Now Rate Your Professionalism
Here’s a simple two point plan that will improve your results and gain the respect of your peers and customers alike more than any other factors. Professionalism and integrity. On a scale of 1 to 10 for each, how would you rate yours?
Look after the Small Tings
“For the want of a nail, the shoe was lost; for the want of a shoe, the horse was lost; for the want of a horse the rider was lost – being overtaken and slain by the enemy.” ANON
Don’t Take Loyalty for Granted
If you don’t believe loyalty to others is important, just think back to the last time you were let down by another who took your loyalty for granted but didn’t repay it at the time you needed them to
And You’ll Need to Handle Rejection
Handling rejections is a problem all sales people have to deal with on a regular basis. Some more than others. Whether the rejection is because of lost sales, negative responses, cancellations, or a variety of other reasons, the high performance professionals are masters at handling each of these situations. They simply understand that each negative is one step closer to a successful outcome, be it for an appointment, a presentation or a sale.
This Article is by Peter Collins – In a sales career spanning more than 50 years, Peter Collins has focused on helping and bringing out the best in others – whether it involves training or mentoring salespeople, managers, business consulting to SME’s. Since the 1970’s Peter has built a reputation as a Nationally and Internationally Published author, and has 65 books to his credit, but he is mainly known for one book based on the Audio Tape series of the same name, Over 50 Ways of Closing the Sale. In his personal life, Peter has been sought after as an encourager and motivator that has given of his time and talents freely despite his busy schedule. Subsequently, he has assisted churches, pastors, community and charity groups, as well as individuals through his teaching, training, development and on-going mentoring.
Peter can be contacted through his website – profitmakersales.com