Too many salespeople dance around the table too much. In other words, they don't get right to the main point at hand. They talk about nonsense like the weather, or sports, or whatever they want to discuss, that basically just wastes time and really does not build any true relationships at all.
Within the first two minutes of a sales call, you can tell if a prospect is interested or not. Although it took time and energy to make a pitch, most of the time, it's better to know when to say goodbye and leave.
Below are 5 tips on how to sell like a true professional. It's more systematic and logical than most people think.
Prospecting. In today's world, time is very important, so we should not spend it with people who cannot, do not need or want to buy our product. I have heard many people boast that everyone needs their products. Let's face it: not everybody will buy from us - and not everyone has a need for what we are selling. That's why a good prospect is one that needs our product, one who wants it, can afford to buy it, and can make a purchase decision quick. If we want to be more effective in the sales race, we need to invest a lot of time looking for this type of prospects.
Never force people to purchase. It's hard to earn money nowadays, so to force a prospect into buying something you already know is not necessary not enticing to a customer is not really a good sign of a true professional seller. Another must-not: lying about product features just to trick a prospect into buying! Aim to make clients happy and contented - rather than thinking only of your position as a salesperson.
Find out everything you can about a prospect. Try to learn about your prospect's job description, age, hobbies, preferences, and general social status. There's nothing worse than coming to a sales call to meet with someone whose name you don't even know. Worse, when you try to sell your masculine shaving products to a female prospect you only knew by her generic first name - Joey, whom you presumed to be male. Save yourself the embarrassment by coming in ready and armed with client knowledge to try to establish a more in-depth business relationship.
Listen more than talk during the sales call. Sure, your prospect would want to know about the features of your product, but if you blurt out an endless obviously-standard sales pitch without listening to what your prospect has to say is a ticket towards disappointment. Clients were not born yesterday, they know if your speech is memorized and robotic. A pro seller listens more than talk, he is armed with thorough product knowledge to be able to answer all the questions a prospect may have...
Follow through way after the initial sale. This is what truly sets apart the pro from the amateur seller. Too many sales people think that the sales process ends when there is an exchange of money and goods. The truth is, a professional seller follows up with an old customer to find out if a product they bought was to their satisfaction. Sometimes there will be complaints, but this is a perfect opportunity for a sales person to stop any bad feedback from spreading to others - and to remedy the otherwise unpleasant experience. A pro is also a master in customer service.
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Michael Griffiths is the CEO and Founder of My Small Business Marketing Guru. Helping small business owners generate more leads, clients and increase profits with relationship based marketing strategies. We invite you to get your free black mask marketing resources to help you business grow today, when you visit http://mysmallbusinessmarketingguru.com.au
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