We would all like to make more money. And to make me more money is to make more sales. But how do we make more sales? How do you make sure that our graph keeps showing a constant Improvement? In this post, I’ll go for the four things you need to master if you want to crush your competition. Here are my thoughts on how to be a good salesman
Sell the clients what he needs, not what you want to sell
A good salesman listens to his client. And doesn’t sell what he wants to sell but what the client is looking for. Sometimes that means selling the cheaper product, sometimes that means not going for the product you were hoping to sell.
Understandably the company has goals and certain products are trying to move. And I understand that commissions they’re willing to pay for those products are much higher. But getting a client to buy from you in the first place is not an easy thing. So burning him by selling him something that he doesn’t need it just going to hurt you, in the long run.
Give the client what he needs and the next time you’re going to see him it’s going to be because he wants to buy something else. And not return the item you sold him.
Ask questions that reveal what the clients is really looking for
In order to sell the client’s the products he needs, you first need to understand what that is. You do that by asking questions, not just you know what item are you looking for? Or what do you want to buy today? Ask him what the product is for? What he’s going to do with it?
When I was working in the kitchen ware store. One client came by to buy a pressure cooker. We had two types of pressure cookers one 6 liters and 8 liters. The saleswoman who spoke to the client was afraid to sell a more expensive product. So she talked to the client about the 6 liters pot, only to find out that we don’t have it in stock.
Now we have to wait a week, this can give the client time to change her mind. And the difference between the two pressure cookers was about $25. I decided to ask one simple question. How many people are you cooking for? Understanding how the product works allowed me to point out that you don’t fill the pressure cooker all the way to the top. You’re meant to only use half of its space or even a third. So if the client was cooking for only to 3 people the 6 liters would have been enough. If she was cooking for more, let’s say 5 to 8 then she would need 8-liter pot.
Once the client understood she herself asked what the differences between the 6-liter and the 8-liter because she wants to buy the 8.
Following up with a client this crucial, most of your clients are not going to buy on the spot. You’re going to hear a lot of “I need to think about it”. That’s understandable it happens in any field, but if you don’t follow up with your clients you’re losing a large chunk of sales. Only a small percentage of clients will buy on the spot. That is about 1/3 or 1/4 of a number of sales that you could be making. If you don’t follow up with your clients you’re losing about 60% – 80% of your sales.
The phone conversation should sound the same as a conversation you had in your face to face. Ask the client how he is and if you had time to think about your last conversation. Ask what can you do to help. From there the conversation is going to flow easily. the client may ask you for another follow-up or two that’s because most people have a hard time making up their minds they’re afraid to make a mistake and that’s something you should keep in mind when following up make sure to provide all the information to client means think of it as a checklist if you marked on all of these the client should buy if he still wants to think about it that means you miss something ask questions and find out what you missed
The client may ask you for another follow-up or two. That’s because most people have a hard time making up their minds. They’re afraid to make a mistake and that’s something you should keep in mind when following up. Make sure to provide your clients with all the information they need. Think of it as a checklist, if you marked all of V’s the client should buy. If he still wants to think about it that means you miss something.
Put your loyal customers before new ones
Loyal customers are the most important commodity any business. The mistake most businesses make is putting new clients before loyal clients. I can’t stress this enough clients cost money and a lot of money. If you already have a client you have to do everything in your power to keep him. The way you do that is by offering him a better deal than the new client.
Think about it if you are a loyal client of a company for 5, 10, or 15 years. And a new client gets a better deal, how would you feel? I’m willing to bet you did you would feel betrayed. After being loyal to a company for x amount of years, this new client shouldn’t be getting a better deal than I am.
Loyal clients are also your best chance of getting referrals. They have worked with you for years, and as far as they’re concerned doing their friends a favor by referring them to you. They refer you to their friends because they want to provide them with somebody they know will give them the right service. Get in the habit of giving your loyal clients incentives to give you referrals. You can go as far as giving the new client a deal as good as the loyal client just not a better one.
in conclusion, sales is not a difficult thing to do, but it is a grind. As long as you’re willing to do the work you’re going to get your commissions. Just make sure to be smart and use common sense. Treat the client the way you would like him to treat you if the situation was reversed.