Tips for Mastering the Art of Professional Sales
Always get feedback. It is preferable if you can get feedback personally either through surveys or actual conversations with clients but if not, do what you can to know what your customers thought about with your performance. Learn how to handle criticism constructively and using it to improve your selling techniques.
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Listen to your customers. Feedback is listening to what they have to say afterwards but it is important that you listen to their comments prior and during your sales presentation. Customers are always right and you will do well to remember this.
Listening not only means hearing their words but making the effort to understand them. Be interested in what they have to say. If you are not interested and it is showing, you are not going to make a sale no matter how good your product is.
Do your research. If you are lucky, you will have an hour to prepare and researching about your customers. But if you have to sell instantaneously then it is important that you learn how to decipher body language. With research, you will be able to determine what kind of approach to use and whether to use formal or informal language when speaking to them.
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Let them negotiate. Never give them your best price. Always give your customers a higher rate. If you are lucky, your customers would think it is adequate and purchase your products immediately without any demur. But if there like most people, they will always try to negotiate. In these instances, ask them to give you a ballpark figure then you can move on from there.
Answer when asked. Stick to what is necessary and do not volunteer any other information unless directly asked. Of course, when you are asked, be sure to answer honestly. The less said the better!
Be professional. You can be friendly without crossing any professional boundaries. Being professional sales made easy person does not mean remaining aloof but rather, it just means giving your customers the best service. Treat them courteously. Never meet your clients unprepared.
You are #1. Everyone is. It is just a matter of looking for the right angle. Customers love buying from the #1 company so when you find your #1 trait, you are giving them a major reason to buy from you.
Keep your friends close, your enemies closer. Never say anything bad against your affiliates, the world is round and what you do against them will go back to you tenfold. Know your rivals well. It is very important to know what is going on with your rivals so you can always stay a step ahead of them. Know your opponents strengths and weaknesses so you know what to strike when there the first to launch an offensive attack against you.
And last but certainly not the least, know your product well. Know your product in and out. The greatest turnoff for any customer is when a salesman is not able to answer a question about your product. But there are inevitable circumstances when you can not answer certain questions when that happens, evade it with humor and you will do well.
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The Art of Professional Sales Made Easy