Now that you have all the desired qualities in a sales person, and you have identified your customer’s values and needs, all you need is a product or service to sell them. What is your product? Do you know everything there is to know about the product? How can this information be beneficial to the customer?
Before you can sell your product/service, essentially sell your company, you must know what you are selling. You need to know your company’s vital statistics and your products, both inside and out. How can you answer a customer’s questions if you do not fully understand the product? How can you persuade a non-customer into being a customer if you do not know the options that your company offers? Being completely educated on not only the product you are selling, but also the company you are selling for, will be evident to your customers. This will increase the customer’s level of trust and hopefully close the sale.
Have you ever had a sales person that didn’t believe in their company? Maybe they were unhappy in their position or just didn’t like the product. It influenced you in your decision to make the purchase, didn’t it? Being a promoter for the company, can greatly increase your sales. Point out the awards your company received, the high points they received in the last consumer survey, etc.
Know the company that you are working for, know their selling points in addition to the selling points of your product. Be knowledgeable in the product’s options, added values, etc. If you believe in your company, your customers will too.
Good sales people aren’t enthusiastic because of the sale; they make the sale because of their enthusiasm. Where does enthusiasm come from? Can I drink an extra cup of coffee for more enthusiasm? Enthusiasm can be grown, through a few simple steps.
First, be interested. Take an interest in your company, its vision, its products, etc. If you are not interested, neither will your customers. Next, be knowledgeable. Through your knowledge, you can educate your customer to their options, needs, and future needs. Finally, be motivated. You can’t sit back on the sidelines, and be enthusiastic. Being enthusiastic means getting out there and showing it.
Enthusiasm is composed of:
Linking your product to the customer’s values can often be the tipping point to making the sale. Being able to offer the same standards to the customer, as they hold themselves too, allows the customer to be able to relate to and support the product. If you want to know what values they hold dear, ask the customer. Questions like “What are you looking for in a provider?” and “What have your challenges been in the past?” can reveal what they feel is important in your services.
Point out what your product includes, things like service, response time to inquiries, quality of product and guarantees. These are all things that the customer values not only in the purchase, but in their own day to day life.
Tim called home to tell his Dad about his new sales job. His dad asked him what he was selling. “I don’t know. I think they are energy bars.” His dad then asked him who his customers were, and Tim answered, “Just some people at the gym.” Tim’s Dad knew that Tim was not going to sell very many energy bars with an approach like that one. Tim was definitely lacking in enthusiasm. Having been in sales before, Tim’s Dad told him these few tips to try:
First, know your company and their products, inside and out. The more you know, the more you can sell. Secondly, you need some energy to your sales pitch. You need to get excited about the product, so that you can get the customer excited about the product. If you can link your product to your customer and their own values, you will be a more effective sales rep. If you try all of these tips your customer will be more confident in your company, your product, and you.