Getting a customer to buy a product or service means financial success for you and satisfaction for your customers, whether you're a sales associate at a retail store or a small business owner.It takes practice and skill to make the most of a sale and get customers to come back to you.
Step 1: You should greet and engage your customer.
Even though you are participating in a business transaction, there's nothing wrong with befriending the person you will be selling to.Making a customer welcome will make them feel comfortable buying what you have to offer.You should smile with your eyes.The human is capable of detecting a fake smile from a real one.How do I do it?Real smiles make you see, whereas fake smiles don't.Too much eye contact can be dangerous.According to researchers at Harvard University, salespeople who maintain eye gazes may discourage would-be buyers.The theory is that eye-contact is a sign of dominance.
Step 2: Understand their needs.
You have to spend as long as necessary to qualify a customer so that you can sell them what they need.The customer is dissatisfied with the product or service that was sold."What will you be using this for?" is the most common question used in qualification.To narrow down the search for what the customer really wants, continue to ask questions.This shows a genuine interest in the needs of the customer.
Step 3: Pick the right product or service.
Understanding how you have to offer work is important.You will be able to offer the one that best fits your customer's needs if you understand this.To enhance customer satisfaction, be sure to offer as many relevant products and services as possible.Many successful restaurants allow server to sample each item in the menu for free in order to get a feel for what they are selling.When a diner asks what they should buy, they can combine expertise and experience in their sales pitch.It's your job to test the items you are selling.From a mile away, customers can smell amateurism.If the item you're offering doesn't come discounted or free of charge, make it part of your job to test them out.
Step 4: Listen for signals from your customer.
Buying signals can be verbal or non- verbal.There are questions like "How may this benefit me?"Which product most suits my needs?These are classic examples of verbal buying signals.If you are dealing with a customer in person, non-verbal buying signals might include the customer holding or using a product as if they already owned it.
Step 5: The sale should be closed.
Stop selling and close the sale when you observe buying signals.A mistake that can lose a sale is to continue to sell and offer products after the customer has already indicated that they are willing to make the purchase.
Step 6: It's a good idea to open with a direct or indirect close.
Two of the most basic closes are here.At first, you may want to learn the indirect close.The direct close is discouraged among sales circles because they don't know if the customer is ready to make the deal.Is it possible that I write this up for you?Is it a good idea to forward a contract so you can start?"How do these terms look to you?"Is this compatible with you?
Step 7: If you want to appeal to the customer's rational side, try the balance sheet close.
A lot of sales situations are emotional in nature and the buyer is making a rational decision.Buying a car is an example.Some sales situations are all about rational pros and cons.The balance sheet close is used to appeal to the rational customer.The salesperson will make sure that the pros outnumber the cons.
Step 8: If you're confident in your product, try the puppy dog.
The puppy dog close is employed by pet store owners who allow doubtful customers to take home a puppy with the option of returning it if the customer is unhappy.The sale is effectively cinched when the customer takes the puppy home and plays with them.If you are confident that what you're selling has lots of appeal and will be hard to give up once it's been used and enjoyed, this is a great closing technique to use.
Step 9: Only try the assumptive close with considerable skill.
The assumptive close is where the salesperson assumes that the customer has already agreed to purchase the item and begins to wrap up the sale.I promise that you will fall in love with the V8.Did you want it to be red or black?The salesperson doesn't give the customer a chance to object when the sale is closed.The pitfalls of this approach are obvious.
Step 10: It's a good idea to appeal to emotions.
Money and emotions are very powerful.If you learn to massage the emotions of your potential customers without making them feel manipulated, you can make a lot of money.It appeals to the customer's sense of regret.The close appeals to a customer's sense of regret.The salesperson said that it's never too soon to make a major life purchase.This is where the salesperson offers a small incentive to the customer, such as a modest rebate, justifying it by mentioning that you stand to gain if you close.My wife and I will get to go on a cruise if I make this sale.The customer's sense of guilt is appealed to by this.
Step 11: Try to angle your way in.
The minor close assumes that there is an agreement about the sale.Do you prefer our service with your package?No?We'll leave it without the wireless.
Step 12: Close with at least one or two negative assumptions.
Asking "Is there anything about the product you're still unsure of?".Is there a reason you wouldn't pull the lever?The customer doesn't have the option to refuse the sale.Negative assumption questions should be asked until they agree to the sale.
Step 13: Don't pester the buyer as much as possible.
If you're constantly shuttling back and forth between your manager's office, you start to doubt the potential customer.After you discover initial interest, try to stay with your customer as much as possible.Use your time to convince the customer that their choice is the one they want to make.
Step 14: Unless the customer wants it, don't sell it.
The customer can be sold additional items or pricier items than what they originally intended.Would you like to increase the size of your order?Too many salespeople use up selling when the customer doesn't know what they want.It can make the customer feel bad if they don't know about the original purchase.If the customer is unsure about their purchase in the first place, the best the salesperson can do is close the sale as quickly as possible.We are often forced to question what we wouldn't have otherwise.It is possible to discourage repeat business.A lot of great salespersons survive from repeat offending.If you give someone something they don't want, they will not go to you for business again.
Step 15: No matter how daunting the close becomes, stay confident.
Staying confident is what being a salesperson is all about.You remain confident even in the face of danger, because each failed close makes a case for inadequacy and sows doubt.You have faith in yourself.Each time a customer buys something from you, they hope to buy a little bit of your confidence along with the car, the mortgage, and the vacuum.Don't forget that.You should plan for a close on each call.
Step 16: Follow-up.
It's important to get repeat customers with good follow-up.Offer to help the customer with any questions or concerns they have about the product or service you are selling after you've made the sale.To let you know if they have any questions, verify that all the products were received to their satisfaction.