We all know that sales is one of the most important functions in a company, as it brings in money.
Customers buy for emotional reasons and later justify the purchase with logic – so make your presentation to customers emotionally connected, for example so they can see, feel, and hear the benefits of your product. With questions, you will further engage customers’ emotions, for example ask the customer whether they wouldn’t feel better if they…
Examples of reasons why people buy in the first place:
- they have a specific desire to fulfill their need
- they are convinced that your product is competitive
- they are in a state of imbalance, for example they feel a certain desire, anger, or joy
- etc.
In sales, most depends on the salesperson who is selling a particular product or service. The most important thing about a salesperson is that they are motivated. Studies say that 84 percent of salespeople occasionally experience fear. Zig Ziglar says that 96 percent of salespeople give up after the fourth attempt. Yet according to him, 60 percent of sales are closed after that attempt. Likewise, one of the most successful life insurance salespeople, Ben Feldman, says that the sale begins when the customer says no.
One of the most sought-after business speakers in Europe, Geoff Burch, says that there is a simple formula for more sales – you need to find more customers (for example, visit more of them, call more of them, acquire more through social media, attract more to your store, etc.) Don’t forget about existing customers either, as it is significantly easier to sell to an existing customer than to find new ones.
Most customers don’t decide to buy because salespeople don’t know how to close the sale, so learn to recognize the signal from the customer when a close is needed. Tom Hopkins International conducted a survey and asked customers who hadn’t made a decision why they hadn’t, and the most common answer was because no one had suggested the purchase. You can close a sale, for example, with the question: If you agree with everything I’ve said, when would you like to start using our product?
Other tips for successful selling:
- it is very important that you believe in the product or service you are selling, as only then will you be able to sell successfully in the long term
- first impressions are very important – pay attention to your smile, eye contact with the customer, the proper greeting, and a possible handshake
- knowledge benefits you in sales, as the more you know, the easier it will be to control the conversation as well, so read books and educate yourself in multiple areas
- customers remember at most 3 to 5 things, so use this in your sales approach
- selling is not about talking but about listening to customers, which will enable you to sell more – for example, ask customers questions and stay silent for at least 4 seconds so they can answer
- research shows that 70 percent of sales are closed between 7 a.m. and 1 p.m., as customers are full of enthusiasm and energy at that time
- practice makes perfect in sales as well
- the goal of sales is efficiency. This means reaching as many customers as possible, who achieve the greatest possible added value and remain loyal for as long as possible
- stories sell, so use a story about your product or service when selling
- use testimonials from well-known customers or some other proof that the product or service works
- maintain good relationships with existing customers and, for example, call them or visit them in person after a purchase, as it is easier to sell to existing customers than to find new ones
- your personal appearance will also help – this means being satisfied with your appearance, for example your body, how you are dressed, etc.
- customers buy benefits, so focus on the actual benefits of the product rather than its features
- address the customer by name, as doing so helps increase sales
- every rejection from a customer brings you closer to a successful sale – don’t take it personally
- set short-term and long-term sales goals, which you must write down, as otherwise they are merely wishes
- prepare answers in advance for potential customer objections, for example that they can buy the same product or service elsewhere for less. Address objections by listening to and questioning the customer, then responding and checking whether they understand the answer
- use the right language in sales – for example, instead of “buy” say “have,” or instead of “costs” say “investment,” etc.
