A career in sales can be a rewarding one.
It is
an opportunity to harness your
enthusiasm and excitement for a great product
line, and embrace all that lies ahead. If you’re new to selling, however, there
are some basics you’ll need to master in order to get in the right mindset and
reach your professional goals. Read on for some tips on how to get started.
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·
Ask questions to quickly find out what the problem is and/or what
the customer needs. The
product or service you’re selling is secondary. No one wants to feel like
they’re being “sold to.” Your objective should be to find out what problem the
customer has that needs solving. Do this right away, and as soon as you
identify it, quickly explain the solution that your product provides. Your
customers will be more open to what you have to say once they realize that they
could benefit from what you’re selling.
·
Use language that is simple to understand. Don’t make the mistake of using business jargon
or uncommon words in hopes of impressing the customer. Speak to them in a
natural, conversational tone just as you would a friend. Remember that you’re
building a relationship, so choose your words carefully and make a connection
with the customer. Perhaps you both follow the same NFL team, or maybe you both
have a child the same age. Use easy-to-understand language when describing your
product just as you would while talking about the Broncos or your 2-year-old.
·
Create and describe a picture for the customer. Tapping into your customer’s imagination can be
a very effective way to demonstrate his or her need for your product or
service. For example, you’ve identified that the customer’s problem that needs
solving is that the family dog constantly sheds year-round. Encourage your
customer to visualize the dog hair on the couch that’s nearly impossible to
vacuum, the daily morning ritual of de-linting his suits before leaving for
work, and the feeling that the house is never truly clean because of dog hair
dust bunnies that always appear even after the floor has just been swept. Now,
when you propose your solution of more consistent grooming and a complementary
de-shedding tool, you can create a different picture of a hair-free couch,
clean suits, and shiny wood floors. By creating pictures, you’ve helped the
customer compare their lives with the problem to what their lives could be with
the solution you offer.
·
Ask more questions and listen carefully to their answers. This is especially true when you’re faced with
objections or hesitation from the customer. Ask specific questions that get to
the heart of the skepticism and truly listen to the answers. Some salespeople
call this “getting to the no.” Instead of being afraid to hear the word “no,”
get right to it so you can begin to address the customer’s concerns and
overcome objections. Careful listening will help you focus your discussion to
the customer’s specific needs.
·
Think of yourself as a guide. As a guide, it’s your job to lead the customer
to the solution. Help him or her navigate the roadblocks such as price points,
time commitments, or value. Don’t get your prospect lost by losing your focus
and going off on tangents about irrelevant topics. Address each concern and
demonstrate the effectiveness of your proposed solution. Putting yourself in
the role of guide will give you a more personable approach to sales.
The art of selling is
one that is developed over time. The more experience you gather, the more
confident and capable you will become.
What else do you think
should be added to our list? Please share your ideas below!
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