Being a successful salesperson is not easy.Before you meet with a customer, you need to know how to approach the sale and respond to any customer concerns.If you want to establish a personal connection with a customer, you need to demonstrate the value of the product you're trying to sell.
Step 1: Before the event, make a sales pitch.
Know what you need to say before you greet the customer, but be prepared to fine-tune your pitch so that it better matches the needs and wants of each individual customer who crosses your path."Sales pitch" can be misleading.You can't use a single script for every customer.The case you make will be different.It's not about designing the perfect script when crafting a sales pitch.To learn about the customer, you need to know how to approach each customer at the beginning.
Step 2: Do your homework.
You should know the product.Understand its benefits and limitations.You can more easily anticipate common customer concerns by doing this.Before you meet your customer, you have the chance to do a little research.What motivates him or her?Tailoring your sales pitch to that customer's interests is possible.
Step 3: Understand your own value.
You will want to treat your customer with care, but also acknowledge your own value.Understand your worth as a salesperson and a person.Many customers will respond favorably to this boost in confidence.You can see yourself as someone who can satisfy others' needs.The job of a salesperson is an important one that can be used genuinely to improve the lives of your customers.
Step 4: You should practice your pitch.
Before you meet a new customer, take the time to practice your sales pitch.You can ask an employer, coworker, or friend to listen and give constructive criticism.Try running through different scenarios.Try to pitch your product to different types of customers.
Step 5: Get to know the person.
Ask the customer questions and learn as much as you can about his or her needs.You should care about your customer as a person.To treat your customer like a person is the only way to go.It is your job to ask questions that will help customers explain what they are looking for.
Step 6: Give the customer your full attention.
When talking to a customer, your attention should be on that person.It's not a good idea to check your text messages with a co-worker.You have to do more than just look as though you're giving the customer your attention.Listen actively and prove it.Instead of a scripted line, address the customer's questions spontaneously.
Step 7: Listen more than speak.
A generic sales pitch won't impress most customers.Before making your own remarks, you need to listen to what your customer has to say.Your words should always be chosen in response to theirs, even if you need to say more than they say.If you want to talk as much as 70 percent of the time, you should talk at least 50 percent.When you do respond, abandon your talking points and directly address the customer's concerns by providing adequate answers and by asking meaningful questions about his or her circumstances.
Step 8: It's time to reveal something meaningful about yourself.
If your customer knows a little about you, he or she may like you as a person.People are more likely to buy from someone they like if they dislike that person.Information your customer can relate to is especially important.An instant connection can be created by a shared experience.If your customer is wearing a sweatshirt with your alma mater on it, that might be a point worth mentioning.
Step 9: The customer should laugh.
The majority of customers respond well to humor.Light humor is a good way to break the ice and maintain a pleasant atmosphere.You don't have to be a comedian.The idea is to make your customer happy.You don't need to make your customer laugh.Use self-deprecating humor.It will make you appear less threatening.It's a good idea to avoid humor that might be offensive.
Step 10: Be patient.
Regardless of how rude, undecided, or impatient your customer is, you should be patient and respectful.Even if the conversation doesn't end in a sale, it's still a good idea to end on good terms.The difficult customer may be having a bad day.The customer could be calm if he or she talked in a civilized manner.Even if it doesn't happen, the customer may come back in a better mood.The only exceptions would be when the customer is making a big commotion for other customers or when they pose a threat to you or another employee.
Step 11: Do not lie to a customer.
Your customer will be unhappy if you lie to them.You will probably never sell to that customer again, even if you made a sale in the process.Being honest with a customer will usually earn them respect and appreciation.He or she is more likely to return later to shop for new products or buy the original product once need for it arises.You will probably establish a better relationship with that customer, which will lead to future sales and good references.A dissatisfied customer may share his or her experience with others.Everyone in the network will be less likely to buy from you if that customer discovers you lied to them.
Step 12: Match the product with the customer.
Every customer has a different use for a product.Even if it might kill a sale, be honest with your customers.It will not do either of you any good if you try to sell a product that your customer doesn't need.Don't be afraid to say that the product you're selling is not right for a particular customer.Provide an explanation so your customer knows that you're ending the conversation for his or her own benefit.If you can, recommend a different product to your customer that will fit his or her needs better.
Step 13: The real problem should be identified.
The problem your customer thinks he or she has is not the real problem.Try to find hidden meanings in the words your customer uses.The problem your customer identifies may be a symptom of a larger problem.To point out the underlying problem and make a sale that can address it is your goal.
Step 14: Don't give away your free advice.
When a customer does not want to buy from you, you shouldn't spend an hour giving them advice and consultation.When it can lead to a purchase, give advice.If your customer is no longer interested in buying your product, it is best to stop the conversation and move on.
Step 15: There is an object to objections.
Some of your customer's concerns will be valid.Take a few minutes to address and correct a misconception.Budget, authority, need, or time are some of the objections.On a case-by-case basis, your response will vary.Explaining why the matter at hand doesn't need to concern your customer as much as it does is one way to address most objections.The value of the product outweighs the potential downfall your customer is concerned about when this is not possible.
Step 16: Show how the product solved the problem.
Customers want a product that can solve their problem or need.If you can demonstrate how your product will solve the problem or answer the need, you'll make a sale.You will need your sales pitch at this time.You can show a perfect connection between the two by using what you know about the customer and the product.
Step 17: For more communication, open the door.
If you make the sale, keep the door open for future communication with your customers.It could lead to a sale later on.Every talk you have with a potential customer should include a call to action.Encourage the customer to return in a few days when you don't complete the sale.You can offer to contact the customer so he or she doesn't need to call you.Encourage the customer to stay in touch and tell you how the product is working when you complete the sale.Follow up with an e-mail or phone call.