Every (good) salesperson understands that there is a sales cycle that must definitely be gone through to get the sale, no matter the size the sale. Here are seven steps to follow throughout the sales tactic to help ensure an effective sale.
Prepare - you, like a salesperson, should always get ready for the day, for the customers, but for the sale. For many salespeople, preparation may entail comprehending the products, pricing, and inventory that's available either from the company or in the location. For others, preparation may entail getting into the best mindset to meet 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 are face-to-face using the customer, then engaging eye-to-eye contact, using appropriate body language, and keeping the client centered on the topic available is important to engaging the customer within the sale. If you are selling a product or service over the phone, you have to capture the customer's attention with how you talk (i.e. tone of voice, how quickly / slow you speak, etc.) and also the customer must be thinking about the product or plan to stay attentive.
Establish a Relationship - everyone purchases from family and friends. The more the customer seems like he or she is a 'friend', the more likely he or she will buy the service or product. My motto in sales has always been "Everyone is really a VIP". I treat every customer which comes in like a family member or friend. I do not sell them something that I know they won't like or want, and I don't push products or services in it when it's obvious they are not interested. Now, if I can gain their attention and interest, then I have a chance to sell more items to them.
Qualifying Questions - I have always promoted "Qualify your customer" - and therefore you need to 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 purchasing a mobile phone and seriously doesn't use email, apps, or social networking sites (generally present in senior generations), then I am not likely to sell that customer a smartphone. Instead, I'll sell her or him a basic phone which i know he or she is going to be happier with.
Pitch the merchandise / Service - once you have asked the qualifying questions and gained an awareness of the wants and needs from the customer, it is your use pitch your products or services towards the customer. The pitch must not seem like it is memorized, it must be personalized, also it should be in line with what the customer has already said. If these musts aren't followed, then you'll lose the sale. Getting started with something similar to "Based on which you've told me" or "It sounds like you could take advantage of XYZ product / service" could make the all the difference in keeping your visitors attention. If they see that you have really paid attention to them they'll relax a little more and really consider your recommendations. I additionally recommend offering a few options to what you're looking to get the customer to buy. This can provide them with the choice and make them feel more in charge of the sales process.
Overcoming Objections - in any industry and in any kind of sale you will ultimately come across at least one customer who has objections to your product or service. Most objections can be overcome by explaining the merchandise in more detail (without confusing the customer), offering other alternatives, and showing the client the worth in the product or service. Make sure that you know as much as you are able to concerning the product / service to be able to answer the shoppers questions about the spot without needing to come back to her or him by having an answer. Sometimes you need to do this, however when this happens your odds of closing the sale are reduced.
Close the Sale - this is the difficult part for many salespeople. This definitely takes practice (if you aren't a natural). Finding your very best closing techniques may take some time, but keep trying. There are a couple which i use the most:
The Assumptive Close - this is when I 'assume' that they are likely to purchase. Generally, I simply ask the way 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 - when i discussed earlier, giving your customer options can in the sales process, but it can also help within the closing of the sale process. Typically, I'd say something similar to "So, don't let get you started with [product / service], or [second product / service]". Once they've chosen which option they like best then you have closed the sale.