In order to successfully sell a product, you need to learn how to do it. Below are the best tips for successful sales from coaches and consultants.
Sale of status. In fact, we are only selling our status. You need to be known as an expert and specialist in your field. But it shouldn't be the same where your services and products are located. Much more important is the area representing the client's business. If you seem to him to be an expert in his own field, then it would be foolish to argue about the price. If most meetings begin and end with questions about the price, then this suggests that you may be a good person and a businessman, but you could not sell your expert status.
Honesty of work. The client must hear the truth from you - it is beneficial for you to work honestly. Statistics say that a satisfied client will tell three acquaintances about his impressions, but a dissatisfied client will share it from 10-20. Knowing this, is it profitable to deceive customers? As it turns out, honest work is a blow below the belt for competitors, and it can be overwhelming news for customers. There is a stereotype that a businessman should not be expected to be honest. It is not necessary to dissuade the client with words, it is better to show him in deed that you are not only honest, but also an expert.
Sell on time. You can't sell all the time - everything has its time. The salesman is not a salesman. There are different rules, a different cycle of the transaction and its cost. If earlier it took 10% of the time to prepare, and the rest went to work with the client, now the numbers have changed places. There are no sellers who "know how to make deals." We have to work with high quality at all stages: finding a client, determining his needs, presenting a product, proving its advantages, concluding a deal.
Start with internal sales. Before organizing sales to your customers, you need to work on internal sales. One in the field is not a warrior. This is too serious a business to be left to the mercy of ordinary sellers. If sales determine the well-being of the company, then it must participate in the process completely. If there is a division in the sales department between "us" (sales people) and "they" (other employees), then this is a bad sign. The seller must sell, if he says that he could not achieve the result due to service, logistics, production or finance, then this is a sign that he has to do most of the internal sales. And only upon reaching certain conditions will it be possible to start selling directly to customers.
Avoid comparison with others. It is necessary to create such conditions that the client does not have to compare you with competitors. There must be a way to stand out. A situation where everyone has the same thing should not happen. If the client starts talking about it, then his next phrase will be about a discount. The positioning of the product takes place in the client's head, he must see and feel the difference. If it doesn't, then your product is faceless. It is worth looking for tangible differences with competitors' products yourself, without waiting for the client to become an expert. And these differences can relate to products, services, a company, but most importantly - the seller himself. If a product or enterprise can be partially improved, then managers have limitless opportunities for self-improvement.
Understand customer fears. A hundred years ago, salespeople played the role of "clowns". They had to attract attention to themselves and persuade them to make a deal. Then "walking reference books" were in demand, sprinkling with facts about the product. The next stage of the seller is the "spetsnaz" who seeks to sell at any cost. Today, the manager acts as a partner of his client, respecting him, listening to and signing only mutually beneficial contracts. If the client leaves and promises to consider the offer, then one must understand that the result has not been achieved. When everything is done as it should be, then the transaction is immediately completed. If the client leaves and takes time to think, then something scared him. This is what you need to find out about. When it comes to price, then it's worth developing an action plan for this case. If it's a matter of quality, then the actions should be different, if uncertainty about the company's capabilities is the third. In any case, the salesperson needs to know how to deal with the potential fears of their customers.
Managing customer expectations. The seller must manage his customer's expectations. Panic fear of losing it leads to the fact that sometimes more is promised than can actually be offered. Another option is to indecisively restrict impracticable demands or wishes. The client often has to work on the basis of what is urgent, not what is important. The professional salesperson is not afraid of high expectations of the client, seeing this not as a problem, but as an opportunity. You can ask a few questions about the previous experience, the client's budget, his fears, understand the decision-making system. The expert will have to streamline these expectations, honestly say what is possible and what is not, how much it will cost and under what conditions the transaction will take place. The client must understand this, if he cannot do this, then the blame for the thwarted transaction already lies with him.
Learn the basics of project management. It is important to understand that staying constantly within the same boundaries will no longer work effectively. The British have long been combining the words "product" and "service", which means that they are inseparable. There is no product without a service, and vice versa. In the future, managers will have to navigate well in four areas at once: be able to sell (this is still relevant today), know the subject area from a technical point of view, manage projects, and have a general understanding of business. And project management is important because this is where salespeople know the least. Few people will be able to answer when operations are over and projects have already begun. Salespeople usually do not even have formal training in project management.
You have to work harder and differently. The famous American businessman Armand Hammer said that he starts getting lucky when he works 14 hours a day, 7 days a week. This is what real champions do. It is worth forgetting the silly myth that some may be salespeople and others may not. Talent will help you become outstanding, although there is a lot of work to be done. Many can simply become good sellers. One of the conditions for success is easy, enjoyable work. Only optimists can do the same thing for years and hope for success. You have to understand that change is part of life. It is no coincidence that someone said that in the future there will be only two types of companies - dead and fast.
Smile. A stern, stone face is not the only sign of a professional. You should smile more often. How can a seller agree that the customer does not need his product? So you can't earn anything on sales. The client needs the experience of the seller, with victories and defeats, his knowledge of the factors of success. And if this can be hidden for himself, then the seller must own these issues. You should not show with your face that everything is bad and hopeless, and there are only problems around. Your smile will bring optimism to the client. He will understand that he has come to the right place. Believe me, he already has enough problems, a lean face will be out of place.