Category Archives: Sales

how to be a good salesman – the four steps to assure that you crush the competition

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.

Followup

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.

 

Advertisements

The why and the why now

Sales is an art, an art of finding the right product for the right people. Many people who work in sales are not real salesmen, they think that forcing someone to buy or manipulating them is considered sales. In order to find the right product for the right client, you need to understand everything you can about the product. When I was working for 4chef a high-end kitchenware retailer I was the top salesman in the entire chain. Was I better than anyone else? No. I just took the time to understand how the product work. Continue reading The why and the why now

Your team doesn’t need you, but you need them

 

Most managers make the mistake of thinking that they are the most important chess piece. But no General has ever gotten anything done without having soldiers on the ground.  Thinking that you are above your team is one of the stupidest mistakes you can ever make.  It’s a mistake that might cost you your business.

The wrong way to do it

A team of ten salesmen, one of them is promoted to manager.  This manager wants to prove himself to the owners and his way of proving himself is increase the sales. Of course, this guy goes for the shortest route possible, meaning instead of improving the quality of the sales he decides he wants to improve the quantity.

He starts pushing his team to be more aggressive with their clients,  not to take “no” for an answer.  He notifies his team that he already spoke to and met some of their clients.  This pisses off the entire team,  five of them quit on the spot.

I don’t know about you but I think it’s going to be very difficult increase volume of sales  with only 40% of your team.

doing it the right way

For a business owner, the most important thing is profit, and profit can be achieved in two ways. One way is increase in volume of sales, another is increase in quality of sales. While increasing volume of sales might require aggression, Increase the quality of sales requires finesse.

Instead of pushing a client to make a decision on the spot you’re brainstorming with him to find the best solution.  by doing that you gain his Trust his loyalty.  I for one don’t see the point in having  thousands of clients who are only with you because they need you right now and will bail soon as they get a better offer.

I would rather “save game”  with the amount of clients already have knowing that when I get new ones they will be added to my cash flow instead of just filling up holes of clients already left.

Conclusion

The new manager had a good plan but he executed it poorly.  As a cog in the system he didn’t distinguish between the number of sales  and the total profit.  I’ll say it again, the business owner doesn’t care if he has a hundred clients or 10,000. He cares about how much money is flowing into his business. If he can achieve his goal with less clients  he will gladly do that.  Less client means less people to satisfy.

The bottom line will always be the money.

I hope you found this post helpful, if so like it and share it with your friends. And while you’re at it, check out my ebook ‘level up your business’ a guide to starting your own business the right way.

Your ahhhh is too long

We all have a filler when we talk everyone uses their own variation, bottom line we all feel like we need to make some kind of sound when we get stuck. And the times we get stuck the most is when we’re making stuff up.

How would you feel if you asked me for something and my first response was “ahhhhhh”. It’s clear that I’m thinking of an answer and buying time. If you pay attention you can hear people use their filler when they talk and depending on how long it is you can understand how truthful they are.

Is not that important what other people do, you have to pay more attention to yourself. If you’re making sales calls you have to cut those fillers as much as you possibly can. To do that you have to learn everything you possibly can about the product you’re selling. When you run into a question your hearing for the first time write it down, you will screw up from time to time. The point is not to make the same mistakes again and again.

I hope you found this post helpful, if so like it and share it with your friends. And while you’re at it, check out my ebook ‘level up your business’ a guide to starting your own business the right way.