Selling to the customer has not changed much over the years. Deals believe
or not in most cases are still solidified with a handshake. True we now use
telepresence, we validate documents in the cloud, and yes, that fax machine
still gets a work-out here and there. I still like to thank my customers in
person when I can and shake their hand. It feels good to look them in the eye
and just say "Thank You!" "I appreciate earning your business." But to get to
that final stage, you need to make sure you have your sales methodology in
place. Whether you are a jr. sales account executive or a seasoned veteran of
20 years, a review of how to conduct business is always a good thing. Here are
some of my tips. I designed them to work for the small store or for a large
corporation. The basics are the same. Enjoy....
1. Exactly what does your customer want?
Go to your customer and fact find. Talking on the phone or emailing is great and true
sometimes they know they need 20 cases of widgets. But if they throw a large
order or ask for a quote for some high-end product, wouldn't it be nice to know
why and just who am I working with? Try and set up a luncheon with them
and learn about their business at the very least.
2. Think outside the box
Being able to adjust to your customer's needs is essential to a sale.
Their requests can change in an instant. You may not like
it or you may think" I sold you what you need." But they may not think like you
do. Their needs may have changed due to any variety of reasons. Be able to
adjust and go back with a smile on your face.
3. I know what you want!=Fail
Nothing turns off a customer more than a Mr. or Miss know it all. Sure, be
assertive to a point and be confident but do not tell your customer they have no
clue what they are talking about and "I been doing this for x amount of years
and I know my job!" Leave your ego at the office. Listen and learn.
4. They are not going to buy
So they did not sign on the dotted line on your first visit. Does that mean it's over?
Call back, but be nice. Follow-up with an email, ask for a second visit.
Ask if they had any questions. People do not like to be pressured no matter
how well you think you done your job. Talk again about your product and service
along with your value statement. Try using another approach but again
don't get all worked up and sound desperate or forceful.
5. Stop, Look, and Listen
No, I am not talking about a train but, your sale could be a train wreck
if you do not stop and look at your presentation before you go into the
sale. Make sure you know your stuff. Listen to your customer.
Don't talk over them, do not interrupt them, and take notes.
It shows you care about what they are saying. Be passionate about your
product or service but do not become a "holier than thou" presenter. You won't
get anything except a" Thank you and don't let the door hit you in the butt on
the way out."
I hope these 5 points have been a help to you. Drop me a line by visiting my
my last tab here on my site. Drop by my Facebook site. I like to hear
what you think or you can share your sale stories.
Roy has over 30 years experience in the broadcasting and marketing fields. He carries strong credentials in mass media, social media, advertising, marketing, public relations, and video production. Mr. Garton is also a professional actor and voice-over talent.
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