The rules of selling have changed in recent years – for the better. Nobody liked being sold to. Nobody ever appreciated the hidden motives of the pushy sales person who had a quota to meet and relied on commissions to feed his own family. And for the person trying to make the sale, how uphill could it be trying to sell something during an economic crisis when people are struggling just to meet their mortgage payments, let alone consider buying your luxury, beautiful leather bound set of encyclopedias!
You have to face the fact that sometimes the item you’re selling is not going to be on the top of everybody’s list of priorities. But even when it is, you don’t have to sell the hard way and turn potential customers away. Selling your products and services needn’t be a struggle.
Here are 10 useful tips to guide you:
1. Put your heart into it.
You should believe in your product or service – authenticity and sincerity needs to be obvious. If you’re only in it for the sake of an income until something better comes along, success will be evasive because customers will sense and read your body language and know you could care less and just want their money.
2. Ignore the nay-sayers.
People will put you down and put you off because your success reminds them of their failure and makes them feel bad about themselves. Is this your problem? No. Just remain positive, live your own reality, and expect success.
3. Sell yourself first.
Your potential customers must trust you. This means be upfront in all your dealings, deliver the goods you say you’re going to deliver and honor any commitments you make.
Focus on what your customer is saying. They know if you’re trying to sell them something they’re not looking for. Listen so you can understand what they honestly want and be able to give them something that works.
5. Show them you’re selling quality.
Good salesmanship involves doing right by the customer, and you’re not going to do that if you’re selling something you know is an inferior product. People are looking for things that are well-made yet affordable. If your competition is selling a similar product at a cheaper price, point out why your product has more value than theirs.
6. Maintain contact, especially after the sale.
A follow-up call is all about making the connection last. It lets the customer know that the experience was not about you making the sale but about him being happy with his purchase. It will make a positive impression on him.
7. Maintain a positive and happy attitude.
Don’t badmouth your competition. Be genuine.
8. Put your customer before the sale.
People are dissatisfied with bad, pushy salespersons and now, there are more companies to choose from and it is easy to find new places to do business with by going online. In fact, they don’t even have to buy from you – there is a whole world out there selling what they want for cheaper prices and you have to compete with that. What you have going for you is quality and terrific customer service!
9. Sell people what they want.
Don’t try to sell somebody something they don’t want just to make a sale – you’ll only annoy them and ruin possibilities of doing future business with them.
10. Don’t be afraid to delegate.
A successful salesperson will know how to delegate tasks and assignments to those working around them. That way, they can concentrate on making sure their business is always on the right track. If you are stressed or tired, this will show and it will not make a good impression.
Don’t be afraid to sell. You need to make sales to stay in business. Remember, it isn’t the selling that is “evil” – it is the way you go about it.
Business mentor Terri Levine specializes in helping entrepreneur-owned businesses achieve record-breaking growth. Based in Philadelphia, Terri is founder and CEO of Comprehensive Coaching U, Inc., The Professional’s Coach Training Program. She has been featured on ABC, NBC, CNBC and MSNBC, and in more than 1,500 publications. She is the best-selling author of Sell Without Selling, Coaching Is for Everyone and Stop Managing Start Coaching. Learn more at www.TerriLevine.com. Contact Terri at [email protected]