Basic of Selling Tips
- Basic selling works all over the world.
- First you need to sell yourself.
- This begins with making a good first impression during introductions.
- Insure that we make a good first impression
- Learn the proper way to make introductions
- Learn the proper way to exchange business cards
- Properly address people by their names
- Begin a comfortable discussion with our trading partners
- Then you sell your company.
- Finally you sell your product.
- You have to believe in your product.
- If you do not believe in your product, how do you expect your customer to believe in it?
- You have to establish trust.
- Trust is needed to eliminate fear, uncertainty, and doubt in the customer’s mind.
- Keeping promises is one way to establish trust.
- In order to establish trust you have to convince your customer that you have their best interests in mind.
- The basic goal of selling is to serve each customer’s perceived self-interest.
- What should you be telling your customer to show them that this sale is best for them?
- You have to understand the needs and motivation of your customer.
- You do this by carefully listening to your customer.
- By listening you will know their objections and be able to overcome them.
How to become a good sales person?
Today’s customers are more fastidious than ever before. Not only are customers now more demanding, but they are also less forgiving as well, which means that a sales person has only one shot at making a good impression the first time around. In this fast paced high tech world where decisions are based on snap second judgments, the importance of a good sales person cannot be denied. The job of a sale person is now tougher than it has ever been. So the question now arises how does one become a good sales person? How does one become a better seller? The answer to these questions is actually quite simple. Be proactive.
So then how do you become a good sales person? Well, read the following tips and find out:
1. A good sales person is one who builds relationships
To be a good seller it is important that you build a rapport or a relationship with your client so that they feel comfortable trusting you. Good sales is all about building a bond of mutual trust and understanding between you and your client. This also goes a long way in helping to gain your customers confidence and also makes them come back to do business with you again.
Good First Impression on a Customer
Can you close a sale in just seven seconds? You can do it even faster if you make a great first impression. Seven seconds is the average length of time you have to make a first impression. If your first impression is not good you won’t get another chance with that potential client. But if you make a great first impression you can bet that the client is more likely to take you and your company seriously.Whether your initial meeting is face-to-face, over the phone or via the Internet, you do not have time to waste. It pays for you to understand how people make their first judgment and what you can do to be in control of the results.
Gaining trust is the key condition to establishing productive relationships. If the customer trusts you, he or she will also trust the product you sell.
There are three components of communication:
7 % – verbal (words, vocabulary, slang, jargon)
38 % – vocal (tone, volume, emphasis, speed, pitch)
55 % – non-verbal (facial expressions, eye contact, gestures, personal distance, posture, walk)
The value of non-verbal communication during the first moments of a meeting with the customer, is priceless.
1. Make an eye-contact
2. Smile
3. Greet a customer in a professional manner: “Good day. How can I help you?”
4. Use an open posture – arms and legs are not crossed, and palms are open
5. Use personal distance “at arm’s length”
6. Compliment a customer if appropriate
A. LEARN WHAT PEOPLE USE TO FORM THEIR FIRST OPINION.
When you meet someone face-to-face, 93% of how you are judged is based on non-verbal data – your appearance and your body language. Only 7% is influenced by the words that you speak. Whoever said that you can’t judge a book by its cover failed to note that people do. When your initial encounter is over the phone, 70% of how you are perceived is based on your tone of voice and 30% on your words. Clearly, it’s not what you say – it’s the way that you say it.
B. CHOOSE YOUR FIRST TWELVE WORDS CAREFULLY.
Although research shows that your words make up a mere 7% of what people think of you in a one-on-one encounter, don’t leave them to chance. Express some form of thank you when you meet the client. Perhaps, it is “Thank you for taking your time to see me today” or “Thank you for joining me for lunch.” Clients appreciate you when you appreciate them.
C. USE THE OTHER PERSON’S NAME IMMEDIATELY.
There is no sweeter sound than that of our own name. When you use the client ‘s name in conversation within your first twelve words and the first seven seconds, you are sending a message that you value that person and are focused on him. Nothing gets other people’s attention as effectively as calling them by name.
D. PAY ATTENTION TO YOUR HAIR.
Your clients will. In fact, they will notice your hair and face first. Putting off that much-needed haircut or color job may cost you the deal. Very few people want to do business with someone who is unkempt or whose hairstyle does not look professional. Don’t let a bad hair day cost you the connection.
E. KEEP YOUR SHOES IN MINT CONDITION.
People will look from your face to your feet. If your shoes aren’t well maintained, the client will question whether you pay attention to other details. Shoes should be polished as well as appropriate for the business environment. They may be the last thing you put on before you walk out the door, but they are often the first thing your client notices.
F. WALK FAST.
Studies show that people who walk 10-20% faster than others are viewed as important and energetic – just the kind of person your clients want to do business with. Pick up the pace and walk with purpose if you want to impress. You never know who may be watching.
G. FINE TUNE YOUR HANDSHAKE.
The first move you make when meeting your prospective client is to put out your hand. There isn’t a businessperson anywhere who can’t tell you that the good business handshake should be a firm one. Yet time and again people offer a limp hand to the client. You’ll be assured of giving an impressive grip and getting off to a good start if you position your hand to make complete contact with the other person’s hand. Once you’ve connected, close your thumb over the back of the other person’s hand and give a slight squeeze. You’ll have the beginning of a good business relationship.
H. MAKE INTRODUCTIONS WITH STYLE.
It does matter whose name you say first and what words you use when making introductions in business. Because business etiquette is based on rank and hierarchy, you want to honor the senior or highest ranking person by saying his name first. When the client is present, he is always the most important person. Say the client’s name first and introduce other people to the client. The correct words to use are “I’d like to introduce…” or “I’d like to introduce to you…” followed by the name of the other person.
I. NEVER LEAVE THE OFFICE WITHOUT YOUR BUSINESS CARDS.
Your business cards and how you handle them contribute to your total image. Have a good supply of them with you at all times since you never know when and where you will encounter a potential client. How unimpressive is it to ask for a person’s card and have them say, ” Oh, I’m sorry. I think I just gave my last one away.” You get the feeling that this person has already met everyone he wants to know. Keep your cards in a card case or holder where they are protected from wear and tear. That way you will be able to find them without a lot of fumbling around, and they will always be in pristine condition.
J. MATCH YOUR BODY LANGUAGE TO YOUR VERBAL MESSAGE.
A smile or pleasant expression tells your clients that you are glad to be with them. Eye contact says you are paying attention and are interested in what is being said. Leaning in toward the client makes you appear engaged and involved in the conversation. Use as many signals as you can to look interested and interesting.
In the business environment, you plan your every move with potential clients. You arrange for the appointment, you prepare for the meeting, you rehearse for the presentation, but in spite of your best efforts, potential clients pop up in the most unexpected places and at the most bizarre times. For that reason, leave nothing to chance. Every time you walk out of your office, be ready to make a powerful first impression.
- Customers are neither good nor bad, but somewhere in the middle.
- This is true throughout the world.
- You want to identify the customer that matches your strength.
- It makes for an easier sale.
- You also want to identify the good customer and avoid the bad customer.
Companies can exist in the same market and exhibit the same social culture, but be vastly different in their interests.
- Long Term
- Quality
- Durability
- Reliability
- Performance
- Top-of-the-line
- Luxury
- Leading edge technology
- Price/Performance
- The best performance at the best price.
- Price
Good Customer
The characteristics of a good customer are:
- Trusts you
- Innovative and progressive management
- Loyal to vendors selected
- Committed to quality
- Willing to pay for the added value of your product
- Highest business ethics and integrity
- Wants a win-win relationship with every sale
- Having money to buy
- Needing your product
- Having good credit
- Willing to buy now
The characteristics of a bad customer are:
- Inflexible on price
- Slow in deciding
- Not loyal to vendors selected
- Only interested in price
- Not interested in the product
- Authoritarian management system
- Wants a lose-win relationship
- Secretive
- Unwilling to cooperate
Customer Responses
1- Positive customer responses.
2- Positive / Negative customer responses.
3- Negative responses.
Positive Customer response
A) Prospects voice inflections and positive comments.
Seller’s reaction:
Praise and show approval for “Nice”
Comment / answer
Examples:
- I’m very glad you mentioned this.
- I’m very pleased to hear that.
B) Statements which show hesitation Using terms or starting statements like:
- ” I suppose that…”
- ” I probably should…”
- ” I hardly believe that…”
- ” May be…” -” Perhaps..” -” It seems…”
These statements are not rejections of your proposal. They only express hesitation, doubts, misgivings, but are also signs to keep selling; the prospect wants to know more about your product/proposal. Perhaps move on to another benefit.
Seller’s reaction:
Isolates doubt by questioning, and then eliminate it and change to another benefit / advantage.
C) Prospect continues talking, but makes statements not appealing to you that mean he is talking without dissatisfaction.
If the prospect is still talking about the product, he has some interest in it. Statements that do not directly state a dislike or a disapproval of your proposal or product should be considered positive.
Seller’s reaction Let the prospect talk, then point out another benefit; might also be an opportunity to close.
D) Non-verbal customer behavior
- If he is looking at your visual aid, sample, plan.
- Keep an eye on body language, whether it expresses rejection, inquisitiveness, approval.
- He will often signal interest through body language while being verbally skeptical.
Or
- He makes a verbal positive statement and signals disinterest through body language.
Positive / Negative Customer response
Statements with a positive and negative aspect
Examples:
- “Yes, but…”
- “I agree although…”
- “I like that, however…”
- “It’s an excellent product, but…”
Seller’s reaction:
Pick up on the positive only use it, just ignore the
Negative portion!
Negative response
There are four types of customer resistance:
- Misconceptions.
- Real objections.
- Lack of interest.
- Skepticism.
Typical buying signals
- Yes, I like your product …
- I think I could use it …
- It sounds good to me …
- Who else is using it …
- I may need to order 100 packs.
- How about delivery.
- It’s easy to apply.
- Do I have to decide at once?
- How much does it cost …
Complex Sale
Every international sale is a complex sale.
- There may be more than one decision maker.
- There are more than one buying influences.
- A person may play more than one role.
- Many people can play the same role.
- Owner Buyer
- Financial Buyer
- Technical Screener
- End User
- Advisor
The owner buyer is the one who:
- Releases the money.
- Approves the sale.
- Has to live with the consequences of the deal.
- Low cost of ownership
- Return on investment
- Financial responsibility
- Profitability
- Cash flow
- Flexibility
- The big picture
The financial buyer is the one who:
- Releases the money.
- Finances the deal.
- Good budget fit
- Return on investment
- Financial responsibility
- Profitability
- Cash flow
- Payment terms
- Bank
- Chief financial officer
The technical screener is the one who:
- Screens out sellers.
- Looks at product specifications.
- Meeting specifications
- Reliability
- Standards
- Delivery time
- Best technical solution
- But they can keep you from getting the deal.
- Ignoring them, will cause you to lose the deal.
The end user is the one who:
- Judges impact of your product on the job.
- Uses the product.
- Easy to use
- Reliability
- Upgrade skills
- Increased efficiency
- Better performance
- Great service
- Versatility
- Solution to the problem
Advisor
The advisor is the one who:
- Guides you through the sales process.
- Recognition
- Visibility
- Make a contribution
- Being seen as a problem solver
- Working for you.
- Part of the organization you are selling to.
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