In order to create wealth, you need to be in a sales industry. For the experienced salesperson and for the salesperson who is just starting out, there is a certain psychology to how consumers/customers think. Mastering the art of understanding your target audience will help you increase your bottom line dramatically. Here are a few guidelines to help you understand the art of sales:
PEOPLE LOVE TO BUY THINGS!
When you purchase something you want or need, people feel good. The objective to the transaction is to make sure that both the customer and the seller leave feeling good about it.
LISTENING!
Ask questions about themselves – what do they need? What do their customers' need? What do they want? Are there issues they would like to improve? It's not necessarily about listening to what they are saying (while that is a big factor) but listening to what else is going on inside – and addressing that. In time, you will learn how to read people's body language, eye contact, and their overall demeanor and provide a viable solution much quicker.
ESTABLISH TRUST
This is one of the most important skills you can develop. First of all, always be honest – not deceptive. Secondly, when you listen to your buyer's needs, it's better to be conversational. Try not to be too concerned with remembering a script because it can be perceived as insincere. Trust yourself. Make good eye contact and treat each person as if they are your only customer. Personal attention always wins!
KNOW YOUR PRODUCTS/INDUSTRY
Knowledge of your industry will help you when your buyer's ask you questions and will also help you leverage yourself during negotiation. It's important to always be learning about your business to keep your competitive edge. It's also extremely important to learn about your customers' businesses so you can position yourself as a necessary resource for them.
CREATE A NEED
Typically, products/services can be a versatile playground to accommodate many different needs. Your customer may not see it right away, you may want to use your ingenuity to make it fit.
BUYING CYCLES
Understand that consumers have buying cycles. For instance, you may not be in the market for a new car every single day, but the typical buying cycle is 2-4 years. Don't be discouraged if they don't buy right away – it might be out of their buying cycle right now.
CREATE AN URGENCY
You can use incentive programs or time limits on offers to create an urgency to purchase now. Also, when you are constantly focusing on your customers' needs and when you speak to them, focusing on the end result, this has a tendency to create its own natural urgency for them to purchase sooner. Typically, people don't want to be pressured into a sale. People love to buy things, they just don't want to be sold.
CONDITIONING YOUR CUSTOMERS TO PUT YOU FIRST!
Continual and frequent messaging will make sure your customers have top-of-mind awareness of your product/service. Advertising and marketing is a great avenue – as well as e-mail blasts. They may not purchase every time you message them but it conditions your brain to remember you first!
UNDERSTANDING THE NO'S
The majority of people will say no. That's sales – it's normal. It's important not to take it personally – and as a salesperson, you need to develop a thick skin and have a servant's heart. By the way, the top salespeople in any industry probably heard more no's than anyone else. They just got up one more time.
ASK FOR THE SALE!!!!!!
This is critical! So many salespeople are afraid to be pushy and they leave money on the table. Just ask! They are expecting it.
FOLLOW-UP! FOLLOW-UP! FOLLOW-UP!
It's always important to follow-up with your customers and make sure they are satisfied. They will always feel as if they have an ally and they can count on your for good service.
HAPPY SELLING!
-Author: Allison Rizk
Formerly in Ad Sales for an Atlanta radio station, Allison Rizk stormed the direct sales industry in July of 2001. She has developed a strong Leadership team throughout the nation and earned over six figures in her first full year of being self-employed. Allison is committed to teaching others how to do the same. To learn more about the author, please visit www.operationprosperity.com.
