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There are many considerations to take when selling a product or service. Some of them are mental while others may be physical. In this essay I will discuss the different types of steps that can be taken to make sure the customers' needs are met and the sale is closed.
When selling a product or service, connecting with the customer is one of the most important steps to take if you want to make sure the transaction is completed. To connect with the customer one must find a need that the customer needs filled (whether the customer knows they have the need or not) and make sure you have the means to fill that need. For you to be able to convince the customer you have the ability to fill a need they have you most act in a manner that lets them know that you know what you are talking about. A salesperson without knowledge is worse than no salesperson because the potential customer is only having their time wasted and will be less responsive to future buying opportunities.
For example: A man comes to the door of the house you are selling at. He seems uninterested and says he already has candles that he has bought from the local supermarket. You know that candles at the local supermarket cost less but you believe you candles are worth more than the store candles. Although he appears uninterested you still remain vibrant and cheerful and tell him about the different kinds of candles available. You are knowledgeable about the different scents of your candles so you mention several of them. In addition you also have several samples so he has the ability to smell what his product would smell like if he were to buy it. The cologne scented candle seems to spike his interest but he still seems unsure about whether to buy. You quickly mention that Mother's Day is coming up and he realizes he needs to buy something for his wife and mother. Not only does he recognize he has a need but he now also has a want. He decides to but not only the cologne scented candle but also two others- one for his wife and one for his mother.
In the example above the man appeared uninterested at first glance. The instinct of most people is- this person wants my money so I need to push away. As a sales person you know that this is not always the case! Many people have a truly wonderful product that you know can help your customer. The key is to making sure you get past the "push-back stage". This is a part that many great salespersons fail. At first a potential customer might push back by saying that they do not need or want product. You must lead them into a position where they are willing to listen to what you have to tell them about what you are selling. Show respect for them and they will show respect for you. Talk kindly to the customer and don't hassle them into buying a product. Ask them how their day has been. Don't bore them with too much conversation but talk in a way that lets you know you are their friend. They will be more open to listen to what you have to say and sell if they don't feel pushed or hassled into making a decision.
Everyone has the potential to seal a sale. However, not many people have the right strategies or knowledge to make it happen. Remember to connect with the customer. Find a need that they need filled- whether or not the customer knows they have it when you first meet them. Have plenty of know-how about your product. Knowledge is a key part of completing a sale. Lastly one must show respect for the customer. If someone feels like they aren't being cared for they will turn you away because they won't want to be around you. If you act in a kind and respectful manner, they will be much more likely to listen to what you have to say and the likelihood of a completed transaction is greatly increased. By following these steps you not only can increase the amount you sell, you also increase the quality of the relationship between you and the customer and the happiness of the customer.
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