Here’s a quick guide notes to selling! We’ve identified at least 5 basic aspects below every salesperson, beginners or professionals, part-timers or even those who supervise sales team should learn. It primarily focuses on what a salesperson has to know and understand both with his products and clients. It also iterates the skills and right intention they have to develop in selling. And the confident mindset and trust-based connection they have to carry on all throughout.
1. Product knowledge – Get your homework done now! It will not just give you things to say but also gives you competence. You can develop the ability to choose what just to say and even things not to include with your presentation depending with whom you talk to or the time constraint you’re in.
- Own experience of the product
- Difference from other products
- Other peoples experience of the product
- Gather as much stories you can have or asked around
- How to apply or to
- Who to take, use or your target market?
- How to demonstrate the usage of the product?
2. Client or Prospect knowledge – By going through these questions, you want to get across to them that you don’t want just to make the sale. You want them to have what they actually need or want.
- Needs and wants
- Problems and fears
- Financial capability
- Aspirations and dreams
- How they feel significant or how they measure their worth?
- What matters to them and who are important to them?
3. Bridging their Concerns with your Product – Connect how your product can actually help address their need and concern. This is where your Product knowledge comes handy. Strike on the benefits, your experience with the product and your gathered stories. Or you can jump to demonstration instead to allow them to experience the real thing.
- Be comfortable to talk and smile! =)
- Listen to what they’re saying or aired concerns.
- Discern, read between the lines and confirm to them what their concerns or needs are.
- Arrive with an agreement that both of you understand the same concern or need.
- Ask how will it change their lifestyle or current situation if they solve their concern or need? Will it add productivity or will it mean more quality time to their family? Can it boost their confidence and make them feel happy?
4. Closing the Sale – Remember that what you have is what they need. Keep it as your mindset!
- Don’t hesitate and ask for the sale!
- Get your forms ready.
- Make the payment arrangements accordingly.
5. Handling Questions – Usually, if you’ve made good connection to them about their need and the product, questions would be directed towards how they can just actually avail it.
- Questions usually arise either before or after your presentation or demonstration.
- Welcome their questions because it will show you their level of interest.
- Be discerning too. If they’re just giving you some smoke’s screen, be able to ask them back what you see as their real question or concern.
- There could be a lot of questions they may have, and a lot of techniques you can pull from your pockets. But when you focus on what their true concerns are and you’ve established enough trust and credibility to them and what you offer, you can bank on a great compass there.
We hope these things help equip yourself and others under your supervision. Keep smiling and keep on selling. Nothing beats practicing what you know! =)