Home > Business Development & Sales > Secrets of Good Salesmanship!

Secrets of Good Salesmanship!

Being effective at selling isn’t just a matter of putting a product under a prospect’s nose and hoping they’ll automatically open up their wallet or purse and buy it.

Well, of course, there is an element of doing that as well, but more importantly than just getting your product in front of them, you also need to be conveying to your prospect some facts that will compel them to buy from you. This is the start, the five most basic things you need to do in order to get the most sales, generate the most revenue, and earn the most money.

1. Believe in your Product: If you don’t believe that you are selling a good product, then you won’t convey the enthusiasm and sincerity that you need to get your message across to the customer.

2. Product Knowledge: You need to know more than just your product when you’re selling. Know about your competitors, their pricing, and the advantages that your product is offering that their’s does not.

3. Performance: While talking is your most powerful sales tool, most people are visual learners. Thus, instead of telling them about a certain feature, show them how it works, use a prop, or point. These kinds of things draw the customer’s focus, and almost force them to pay attention to you.

4. The Pitch: Everyone develops a pitch. Maybe it was handed down to you from the person who trained you, or perhaps it came from a particularly successful sale, but you most likely have one particular sales pitch that really works for you. Shorter, more succinct pitches work well on those customers who are in a hurry or who just want the basics, and it allows the more careful shoppers to get an idea of what kinds of questions they want to ask you before they buy. Thus, it creates a shorter, more effective sale, and ensures that the customer knows everything they need and nothing more. It can also help to break your sales pitch up into pieces. That way, if your customer wants more information, or is already up to date on the basics of a particular product, you aren’t left grasping for straws.

5. Reading the Customer: Another thing which needs to be considered is the attitude of the customer. Reading their thought process, and knowing when to pounce, is the biggest key to turning your presentation into a sale. There are some salespeople who do not believe in too much information. They think that the more you keep talking, the more likely the customer is to buy, however, I believe it is difficult to tell when a customer might hear something they don’t like. In addition, you could be wasting valuable time, both the customer’s and your own, while you continue pitching information when they just want to buy. Thus, once I see a pattern of agreement, and that means both verbal agreement, and positive body language (like head nodding, increased eye contact, and increased interruption of my sales pitch), I try to close the sale. More often than not, they will go for it immediately. It can take some time to get these signals down pat, and some customers give off natural agreement signals just as a habit. Knowing when to close the sale, however, requires practice, but is one of the most powerful sales techniques you can possibly master.

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