Filed under Sales How To
One of the most common mistakes salespeople make is to try to sell what they want to sell. Many salespeople try to force customers to buy what the salesperson wants sell. This is a mistake. Salespeople should always give customers options
I know what you are thinking. The whole point of sales is to get customers to buy what we want them to buy. Unfortunately, people don’t like to be told what to do. People like to do what they want to do. Your job as a salesperson is to make customers think it was his or her idea to buy the product you want the customer to buy. It’s like the movie Inception.
You don’t have to go inside the customers dreams to make a sale. All you have to do is give customers options.
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Filed under Sales How To
One of the most important skills in sales is knowing when to close. Unfortunately, overselling and underselling are very common sales mistakes. When closing, timing is crucial. To know when to close, salespeople need to be on the lookout for buying signals.
Buying signals are hints the customer gives you to let you know that he or she is interested. They are important because they help salespeople know when to close. You don’t want to rush into closing because you could undersell the customer and fail to present the benefits that will make the customer want to buy. You also don’t want to wait too long. You could oversell the customer, and he or she may lose interest. Buying signals can be very obvious, or they can be very subtle. Because buying signals can be very subtle, salespeople often miss them, and end up overselling.
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Filed under Sales How To
A very important aspect of sales is to earn the trust of the customer. Without that trust, customers will not buy from you. Think about it. Why would a customer buy anything from you if he or she does not believe you. How would that customer know that you have his or her best interest in mind. Because of this, you as a salesperson have to show customers you care.
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Filed under Overcoming Objections
This may come as a surprise to some of you, but customers don’t always tell the truth. Shocking, right? Customers don’t always tell salespeople the real reason they don’t want to buy. Some customers will give you objection after objection to get you to give up. You could keep overcoming objection after objection, but if you do not overcome real objection, you are spinning you wheels. At this point, your job is to find the hidden objection.
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Filed under Sales How To
Making yourself an expert in the eyes of the customer is one of the most important steps to increasing sales. Unfortunately, it is also a step that most sales people overlook.
Making yourself an expert in the eyes of the customer is important because that is how you earn the customer’s trust. Think about it. Why would a customer value your advice if they don’t believe that you are an expert? How do you react when you start to get the feeling that a salesperson does not know what he or she is talking about? Personally, I go find a manager or someone who can answer my questions and offer useful advice. Most people would too.
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Filed under Sales How To
“Knowledge is power” ~Francis Bacon
One of the most important skills a salesperson can have is listening skills. Listening is a crucial aspect of sales that many salespeople overlook. Most experts say that salespeople should listen 80% of the time and talk 20% of the time. Yes, it is that important. Personally, I don’t like to use a number because some customers love to talk, and others don’t. Some customers will talk forever about anything, and some will just give you the facts. Keep in mind that there is a thin line between listening to the customer’s needs, and wasting your time chit chatting about the customer’s favorite TV show. To help you listen effectively while avoiding wasting your time, here are some guidelines.
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Filed under Sales How To
The first thing I want to do on this blog is to dispel the myth that not everybody can be a successful salesperson. I have heard many people talk about how they were not born sales people and how they can never be as good as others can. That is an excuse people make for them to justify poor performance.
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