Regardless of how long a person has been in sales there are always changes. This evolution can be problematic to many, but those who survive trying times know how to embrace it. With today’s economic crisis, basic skills need to be refreshed in order to make the most of the sales opportunities available to today’s market.
- Keep it light – Buying releases endorphins which make buyers happy. However, nothing is more of a turn-off than a salesperson with a negative or nasty tone to their voice. Additionally, what is written or the way one sounds on the phone can also drive off customers. To counter this, keep it light, friendly, and inviting and they will stay around long enough to buy.
- Don’t be in such a hurry – Buyers need time to consider, process information, and make a decision. If you just want to get onto the next customer they will feel rushed and go elsewhere. Customers want to feel special so take a few minutes to get to know them in this way nurturing a relationship that will keep them coming back.
- Get out the kid gloves – When you have a customer complaint, and let’s face it everyone does, treat them as if you were dealing with a member of the family. They want to be heard, they want a solution, and they don’t want to feel guilty about being dissatisfied.
- Listen – You can win “Best Talker of the Year” awards every year and still not be a good salesman. In today’s market before you talk, find out what your customer needs which includes their budget, priorities, and timeline.
- Keep it relevant – When you do speak make sure it’s relevant to the customer’s needs. How can you help? What can you provide that meets their unique needs? Etc.
- Set goals – Actually goals help you work toward identifiable measures which reveal what strategies you use that are most effective. Every time something works well write it down then review it frequently so you can adopt it as a new behavior that will replace things that don’t work as well.
- Check back – Customers want to know their purchase mattered. Call them and find out how they’re doing, how they liked the product or service they purchased, and find out what’s going on in their lives. It may sound silly, but people want to know they made an impact on you. While signing off just remind them that you’re always there if they should ever need anything else. Also, don’t forget to send birthday, anniversary, and holiday cards. It will help them keep you in mind should anything new ever come up.
- Don’t hound – Things come up and people have to change tactics from time-to-time. This may mean putting a planned purchase on hold. No matter how much you bug them it won’t resolve their personal crisis any sooner so rather than turn them off with high pressure, just remind them you’ll be happy to help when they’re ready then check back every couple of months.
Good salesmanship begins with customer relations; from the time you first meet right through the follow-up. These relationships need to be nurtured so make the most of each opportunity and get to know your customers well. In this way you will gain a solid reputation as being a “people person” who knows how to please.
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