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20 steps to get the sale

Image representing Bill Gates as depicted in C...

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How to close the sale Making a sale is more a skill than a talent. Sales can be taught and learnt and is more of a personality thing than a gift of the gap thing. Sales takes practice. A business owner needs to learn how to sell even if he is an introvert. The technology age has suddenly made geeks and nerds cool, but geeks and nerds still need to sell their concepts to potential buyers and investors. Bill Gates knocked on doors and got dozens of rejections. He didn’t have the money to hire a sales person at that time,so he did the knocking. A passion and drive will get the results. It is easy to tell a customer about a product but it may not be so easy to get them to bite.

Here are fifteen steps to get the sale

1. Opening the sale The greeting with which you open the conversation sets the pace for the rest of the sale. Be friendly and don’t read a script like a parrot. Do not be too casual or too formal. I was as the mall and a sales lady called out to a lady passing by. Hello my darling, how are you today and put her arm round her shoulder. This may not be the best introduction. Always assess every situation but do not cross people’s boundary lines. Keep personal distance with customers and remain professional. Connect with the client and be sincere in your communication.

2. Be energetic and Smile

Smile; even when selling over the phone because a smile comes though even over the phone. No one buys from a tense and angry sounding person. Sound energetic. When calling customers, posture reflects over the phone. Slouching in chairs and chewing gum and being blaze’ do not get sales. The same goes for face to face sales. Appear energetic and smile. Pace up and down or stand if selling over the phone. Drink an energy drink when tired. Show enthusiasm and excitement about the product as the client will catch onto the energy.

3. Communicate clearly

Do not speak too fast or too slow. Ensure that words are clear and pace yourself through the conversation. Modulate the voice, don’t sound flat and boring. Monotone voices are usually caused by lack of confidence. The pitch of the voice can be used to express emotion, sincerity, pleasantness and interest. Regulate volume so that the customer doesn’t lose focus. Emphasize something interesting by slowing down and raising the voice. Again, don’t forget to smile.

4. Be confident

Making the first sale for any product is always a bit nerve racking even for great sales people. The only way to deal with this is to practice and prepare well. Practice makes permanent. Prepare well, rehearse and practice the pitch to increase confidence. Memorizing the pitch can go wrong if a phrase or word is forgotten. The more time and effort put into the pitch, the more confidence is built.

5. Know your product

A friend and I went to test drive the Nissan Micra and the sales lady didn’t know anything about the car. She had just started on the job and was still trying to find her way around. This is a sure way of losing a sale. If she had been enthusiastic about this car and showed us all the bells and whistles we may have been impressed. At the end of the test drive all we remembered was that the Micra had a shiny plastic interior that made the inside look cheap. Know the strengths and limitations of the product and be able to handle any possible objections. If there are any bless and whistles familiarize and get to know them. Play around a little with the product.

6. Features Attributes Benefits (FAB)

A feature is something tangible, for instance the Micra had a noise reduction system that reduces cabin noise. Features are translated into benefits. Translate the feature into a benefit, so that it is easier to understand and to see the value of the feature.

Thus, for a car radio:

• A feature is the large volume control.

• An attribute is the maximum decibels of volume that can be achieved.

• A benefit is that high volume lets you immerse yourself in the music.

A feature produces a mental appreciation of the product, while a benefit speaks to the emotions and usually provides the hook. A young man can see himself in his car deeply immersed in his music.

7. Always be prepared.

Expect objections and negativity. Some customers are just negative, some are drama queens and some a re just difficult. Expect to deal with drama. They may say that it’s not a good time to talk, or to buy, or that you should call them back. It may be that they are just not interested. Be prepared to handle such objections. Know what to say in those situations. Never give up. Do not patronize the customer, but politely counter every objection. Do not take anything personal.

8. Deal with objections as quick as possible

Any objection is a delay in the sale. Don’t focus on the objection, quickly respond to the query and go back to sale. Don’t spend thirty minutes discussing the plastic interior of the Micra, focus on the features and benefits. Don’t hover outside the sale for too long because it may be difficult to get back to the sale without losing the sale.

9. Stop and Listen

There is nothing as annoying as a salesperson that jumps in midsentence. Listening is as important as talking. Listening to he customer makes them feel that you are not just trying to push a product. Use active listening, nod, confirm that you can hear what they are saying. Respond and sound interested. When they object, do not let your energy go down. Maintain the energy and continue to smile and listen. Once they have finished speaking, confirm what they have said. I have hear what you are saying, now is not a good time for you…

10. Your response is the key to the sale Response is the key to the sale.

Be assertive and friendly and respond accordingly. An appropriate response may also be to ask questions, for instance “When will be a good time?” This shows that you are interested in them and gives you more information. Think about a response that is appropriate and will lead to a sale. Don’t just jump and accept what they are saying. Some people suffer from buyer’s remorse, as soon as they want to make a purchase, something inside them starts objecting. Always be sincere because your response is the key to the sale.

11. Deal with rejection

Never take any rejections personally. When a customer throws a fit, or is rude, do not take it personally. Deal with it accordingly. Accept that not every customer is going to be mad about the product and buy immediately. There is no time to wallow in self pity. Pick yourself up, move on and get more sales.

12. Don’t get attached

I had a boss who used to tell us to talk football, rugby, makeup, shopping whatever the customer wanted to talk about as long as you got the sale. Sales takes time, the more time you spend with one client, the fewer sales you will get. Build a relationship, but don’t get too involved. It’s always best to leave emotions out of a sale.

13. Don’t be rude

Some clients are difficult, but the best way to lose a client is by being rude. Aggression and pressure do not often work very well. Do not speak over the client. Be polite, listen and respond accordingly. If the client is difficult, take a deep breath and calm down. Stay calm and in control.

14. Careful with the jokes

Avoid humor. If the client doesn’t think the joke is in good taste this puts can get very awkward and can lose the sale.

15. Attitude is everything Great sales people come as different personality types. Some are quiet and focus on the job of making sales; some are loud go getter types who keep pushing themselves. What is common between the two is the attitude. Both are driven, are focused on a target and will do whatever it takes within their means to achieve it. They both have a strong can do attitude and are not discouraged by the way that things seem. Attitude is definitely everything.

16. Confidence in closing the deal

Do not ask the client if they would like to buy. Use positive phrases that reinforce behavior. I’m just going to sign you up now. Let me take down your details and begin the process for you. This way they don’t have the chance to say no. Confirm that you signing them on and that they are purchasing.

17. Confirm purchase

I would like to confirm that you have just purchased…

18. Handle objections

Do not lose energy if the customer objects at this point, once again, listen and deal with the objection. Use features and benefits.

19.Never Give up

If at first you don’t succeed, try try try again. How many authors have you hear who went heir manuscripts to countless publishers and were rejected. Tyler Perry got broke several time trying to release his first play. Bill Gates got rejected many times. Never give up


Categories: General
  1. July 21, 2011 at 4:17 pm

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  1. July 20, 2011 at 4:05 pm

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