Communication

Communication, this is a trait that you can use not only in your work, but in your personal life also. Good communication is something that you learn and then practice for the rest of your life. But there are many ways that you can improve your communication, from sounding natural to a reward system for your purchasing customers. There are many ways that you can reach your customer in a positive way that builds a long lasting relationship.

Be Prepared, Not Scripted

If you sound like you are reading a script while you are selling your product, the odds of you making the sale drop immensely. No one wants to think that they are being read the same speech that everyone gets from you. The trick is to be scripted and prepared without sounding like it. It all begins in how you approach the sale; make it a conversation that occurs between you and the customer. Ask the client questions and genuinely listen to their answers. Do not begin the exchange with exactly how you are going to solve their problems.

Try not to start your conversation with the tired, old “How are you today?” Try to come up with a newer and more personal opening line. “How’s pencil sales doing today Bob?” or a “How’s this week been going for you?” Try to get your main points said, in as few sentences as possible. Do not draw out your sales pitch, droning on and on about your product and how great it is. Always be prepared for the client’s questions. You may not have practiced these questions, but you need to sound prepared, so try and anticipate the questions they may have.

Use Humor

Although you need to include all the pertinent facts and options of the product, a good thing to include is some humor. This humor needs to be appropriate for the product and the customer and used occasionally. 

Humor can break the ice with a new customer. If the customer comes into the appointment with a bad mood, humor can lighten the conversation, and hopefully help the customer to focus on the product and you. Good humor, when well placed, can make you and your product memorable to the customer and maybe push the customer over the tipping point and into the sale.

Be Yourself

One of the best sales techniques that you will learn from this training is to be yourself. Being fake is as obvious to your customer as a scripted sales pitch. Being yourself shows your customer that you are real, that you are genuine, and more importantly, you can be trusted. By being yourself and building trust you are building a relationship between you and the customer.

How do you say, be yourself? That’s easy, if you are usually enthusiastic, use that quality in your sales let that light shine. If you just got soaked in the rain and the warmth of the store feels good, tell the client. They will appreciate the fact that you are showing them part of you. What if you do not think that your product is right for this customer? Tell them so but continue to sell. The customer will appreciate your candidness, and possibly be referring you for someone else.

Thank and Reward

It’s the little things that mean a lot. That sentence says volumes. Customers notice the little things that you do or don’t do for them, both during and after the sale As we covered before, rewarding customers is simple and inexpensive; and means so much to the client. It shows that they are more than just dollars to you; they are a person behind the purchase.

A simple thank you note or small box of chocolates can say that you appreciate your client. A “thank you” basket of flowers or a hand written card sent soon after the transaction sets you apart from the competition. These often forgotten good deeds can often build a positive relationship for future sales.

Case Study

Tom has just come back from an unsuccessful sales call. Sherry, Tom’s mentor feels sorry for him and asks him to tell her his sales pitch; maybe she can give him some tips. Tom present’s his presentation and quickly Sherry could see what the customer had seen, Tom needs a little help with his communication of his points. Tom says very blandly, “Hi, my name is Tom. I would like to talk to you”. Sherry tells him that he doesn’t even sound like himself, “You have to be yourself, not the person that wrote that horrible script.” She also told him to use some of that wonderful humor that she knows he has. Sherry added that he should also thank each customer and reward them in some way for their time and/or purchases. Tom nodded in agreement and went back to his desk to work on his new presentation.