Every (good) salesperson realizes that there is a sales cycle that must definitely be gone through to obtain the sale, regardless of size the sale. Listed here are seven steps to follow during the sales process to help ensure an effective sale.
Prepare - you, like a salesperson, should always get ready for the day, for the customers, and for the sale. For many salespeople, preparation may entail understanding the products, pricing, and inventory that is available either from the company or in the place. For others, preparation may entail getting in the right mindset to satisfy with customers, obtaining competitors information, and setting new appointments. In any case, preparation is important to ensuring an even sales cycle.
Engage the Customer - if you're face-to-face using the customer, then engaging eye-to-eye contact, using appropriate body language, and keeping the customer focused on the topic at hand is essential to engaging the client within the sale. If you sell a service or product over the telephone, you must capture the customer's attention with the way you talk (i.e. tone of voice, how fast / slow you speak, etc.) and the customer must be interested in the merchandise or service to stay attentive.
Begin a Relationship - everyone purchases from friends and family. The more the customer seems like he or she is a 'friend', the more likely he or she will buy the product or service. My motto in sales happens to be "Everyone is a VIP". I treat every customer which comes in just like a friend or family member. I don't sell them something that I understand they won't like or want, and that i don't push products or services on them when it is obvious they are not interested. Now, basically can gain their attention and interest, i quickly are able money what to them.
Qualifying Questions - I have always promoted "Qualify your customer" - and therefore you should ask specific questions relating to the products / services you are supplying make sure that is exactly what the client needs or wants. For example, if the customer is investing in a mobile phone and seriously doesn't use email, apps, or social networking sites (generally found in senior generations), then I am not likely to sell that customer a smartphone. Instead, I will sell him or her a basic phone which i know she or he is going to be happier with.
Pitch the merchandise / Service - once you have asked the qualifying questions and gained an awareness from the wants and needs from the customer, it is your use pitch your product or service to the customer. The pitch mustn't seem like it is memorized, it should be personalized, also it must be in line with what the customer has told you. If these musts are not followed, then you will lose the sale. Getting started with something like "Based on what you've told me" or "It seems like you could benefit from XYZ product / service" could make the all the difference in keeping your customers attention. When they see that you've really listened to them they will relax a bit more and extremely consider your recommendations. I also recommend offering a few options to what you are trying to get the customer to purchase. This will provide them with the choice and make them feel more in control of the sales process.
Overcoming Objections - in any industry as well as in any type of sale you will ultimately come across a minumum of one customer that has objections to your product / service. Most objections could be overcome by explaining the product in more detail (without confusing the client), offering other alternatives, and showing the customer the value in the product or service. Make sure that you know as almost as much ast you are able to concerning the product or service to be able to answer the shoppers questions on the location without having to come back to him or her with an answer. Sometimes you have to do this, but when this happens your odds of closing the sale are reduced.
Close the Sale - this is actually the difficult part for many salespeople. This definitely takes practice (unless you are a natural). Finding your best closing techniques may take a while, but keep trying. There's a couple which i make use of the most:
The Assumptive Close - this is where I 'assume' that they're likely to purchase. Generally, I just ask how they would like to pay, or I say "come on over to my office / desk and we'll obtain the paperwork started for you".
The Alternate Choice Close - as I discussed earlier, giving your customer options can within the sales process, but it will also help within the closing of the sale process. Typically, I would say something like "So, don't let get you started with [product / service], or [second product / service]". Once they've chosen which option that like best then you have closed the sale.