This is the first question that a new salesman asks, “Where do I get my leads?” The answer is anywhere you can. Obtaining leads is an ongoing project. Talk about the business to anyone that will listen. You do not know where a lead will come from. The more leads you get, the more potential sales you have. Hand out flyers and business cards. Maybe the person you talk to can lead you to other potential buyers. Send out newsletters to the consumers. You must constantly stay in touch with the customer, offering information about new products and the launch of different products.
Create a Strategy
Next, the salesman must have a strategy. Put a plan in place that really works. Tweak this plan as you go along to make it better. Learn the steps of your plan. This includes knowing which room you want to present in. Would it work better in the kitchen at the kitchen table or on the sofa in the living room or the den? Be familiar with the customer. Is your customer the man of the house or the woman of the house or both? Bring along the right tools to your meeting.
Each salesman needs to get to know the customer. Learn some things about the customer. Ask the customer questions about him. Tell the customer some things about yourself. Share your personal story. Tell the consumer how and why you began to sell the product or service. Ask the consumer open ended questions. This will assist you in getting to know the consumer, put the consumer at ease with you, and make him comfortable with you.
Share your story of the company with the customer. Share the date the company got started. Tell the customer about the statistics for sales and the number of customers served. Tell the customer where the company is located and where the head of operations is located as well.
Know Your Product or Service
Know all about the product or service. However, do not sound fanatical. When you sound extremely zealous, you may cause people to lose interest. Talk to the individual like you are providing an option rather than selling a product or a service. Learn the details of the product. If it has any guarantees, know those too. The more knowledge you have about the product, the better you can explain it. The better you can explain it, the more you can sell it.
Present the Product or Service
Tell the customer about the product or service. If it is a service explain the service to the consumer. If it is a product, demonstrate the product to the customer. Explain the benefits and features of the product or service. Show the customer the product and provide samples if this apply.
Identify Your Competitors
Know your competitors and the products or services they offer. Know those that make the best of what you are selling or the best services you are offering. Determine how your products match up against the competition. Provide a side-by-side comparison of products or services. Know the competitor’s strengths and weaknesses.
Wrap It Up
Do a summary of the product or service. Remind the customer of everything you have previously said. Remind the consumer of the services or products you offer. Also remind him of the quality of the product or the service. Finally, reveal the price of the product or service. Remind the customer of the differences between the competitor’s prices and the prices for the products or services you are selling.
Go For the Sale
In the sales strategy, never forgot to include the part where you ask the customer for the order. Show the consumer exactly what products he will receive and the amount he will pay. Include any guarantees and free items or free services. If the customer is still unsure, use techniques to overcome his objections. Offer him the next item on the list. Continue to offer him items until you reach an item that he can afford. Thank the customer for the sale. Remember, the consumer is not obligated to purchase anything from you.
This is a step that provides a thank you to the customer for his order. It is also a means to keep the door open for future sales. It may be that the customer could not afford the largest set or the most expensive service. However, later on he may have more funds and be willing to purchase those services or products that he did not get earlier. Also, the individual could refer you to others who may be potential customers. A customer that you have sold something to is a customer for life. Thank him for what he has done.
These are simply the best steps to always making the sale. Now, go out and sell.
This is a guest post from Phoenix Training, specialists in sale, management and leadership training.
If you liked my post, feel free to subscribe to my rss feeds