Let’s face it. We all know that most customers don’t like salespeople. When I say most, I’m talking 85% of people admit that they’ve turned a cold shoulder towards the sales guy.
Luckily for you, these simple tactics will give you the skills needed to give customers an enjoyable experience throughout the selling process.
RULE 1: DON'T TALK, JUST LISTEN
After you introduce yourself and explain the purpose of your call or visit, just sit back and listen. This is the time where you let your customer explains their wants and needs. This information will give you the details needed to execute a convincing sales pitch.
RULE 2: SELL WITH QUESTIONS, NOT ANSWERS
Here’s a tip: Focus on your prospect, not yourself.
By asking the customer questions, you’re showing them that you really care about what they have to say. Once they’re feeling confident, they’ll be more likely to trust what you’re trying to sell.
RULE 3: YOU MUST BE CURIOUS
You’re only going to find out what the customer wants if you ask the right questions. Once they’re comfortable, don’t be afraid to ask about the products they already use and what makes them happy or unhappy, and why.
RULE 4: DON'T FORGET THAT WE'RE ALL PEOPLE
Talk to the customer like you would a friend or a family member. The tone of your voice shouldn’t change when you’re making a sale because it’s pretty easy to see when a person is over exaggerating or speaking insincere.
RULE 5: NOTICE WHAT YOUR PROSPECT ISN'T SAYING
If you notice that your prospect isn’t communicating thoughts in the way you’d like, consider asking them if there would be a better time to talk.
RULE 6: IF ASKED A QUESTION, ANSWER IF QUICKLY THEN MOVE ON.
Remember that it’s not about you; it’s about whether you’re right for them.
RULE 7: KEEP QUIET.
Don't mention what you're offering until you've discovered what the customer needs
RULE 8: KNOW HOW TO EXPLAIN YOUR PRODUCT
Nobody wants to listen to a speech on your product and what you’re offering. Memorize and perfect a brief summary of the purpose and benefits of your product. You can always save the extra details to answer any questions.
RULE 9: ASK YOUR PROSPECT IF THERE ARE ANY BARRIERS PREVENTING THEM FROM TAKING THE NEXT STEP
You’ve already gained their trust by this point, now you need to bridge the gap between your prospects needs and what it is that you are offering.
RULE 10: FINALLY, YOU INVITE YOUR PROSPECT TO TAKE ACTION
If you’ve been following these steps, you’ve kept the ball in your prospects court and allowed them to take the shots. Being an effective salesperson isn’t about forcing the sale; it’s about opening doors and allowing them to walk right into it.
And how do we do that? Gain their trust.