No matter the type of sales you may be in (face-to-face, over the phone, or over the counter) you are going to be doing a whole lot of product pitching. According to Wikipedia “a line of talk that attempts to persuade someone or something, with a planned sales presentation strategy of a product or service designed to initiate and close a sale of that product”. To be more successful in sales you are going to need to be convincing to those you are selling to. These four steps will prove useful if you find yourself in any sales situation.
Positive rapport is the foundation of a successful sale
Establish a rapport by finding some common ground with the potential customer. Try to learn through questions what they need or where your product can make a difference in their life. It is up to you to show that your product is a solution to one of their problems. You are only going to understand their problems if you first understand their current situation.
Build trust through success
Have statistics or testimonials ready to share with the customer to show them that your product has worked for other people in similar situations. If able, have a sample of the product ready to share with the customer. Allowing them to have a tactile experience with the product will build trust. The senses of taste, touch, and smell will establish a much stronger relationship with a product long before a purchase is even made. This will often legitimize your product in their eyes which can lead to trust and understanding. This is why face-to-face marketing and product demonstrations go hand in hand so well.
Address concerns or objections directly
An objection is not a final no. It is not your job as a sales person to convince a customer that their objection is wrong, but to show how your product can help them. Understand the strengths of your product so that you are ready to offer solutions. Listen to their concerns if they have any, and you will begin to understand where your product can fit into their needs. Every time you hear a new objection, take note of it or write it down. If these are left unaddressed they can come back later in the conversation as bigger issues.
Small talk leads to big opportunities
Don’t be afraid to allow for small talk in your conversations. This type of conversation can diffuses tension allowing for you as the seller to be felt as more trustworthy than a complete stranger talking to them for the first time. If able, try approaching customers with honest compliments. If you are in a store, ask if they need help finding anything or offer your assistance wherever possible. Above all, be genuine in your interactions with potential customers.
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