It does not matter if you work in telesales, are a business owner or are about selling face-to-face, you need to remember and use the principles of sales.
There is nothing worse than having the phone ring and someone read through a script to you or walking around an exhibition to have someone on a stand start gibbering straight at you. It is so impersonal.
I have jotted down a three tips I see as the basic of sales.
1 – Be human, remember people buy from people
Don’t talk in jargon or in corporate speak. It is actually just makes you look like you don’t know what you are talking about. Research has shown, according to Dr Robert Cialdini, that just by asking “how are you?” increases your chances of getting a sale significantly. Show you have a sense of humour and can be flexible. It makes you real and more authentic. People do not like dealing with robotic and rigid processes.
2 – Find out what they want first
I know so many people that dive straight in talking about how good the company is, or how qualified they are, and what they have been up to. The thing is, your prospects don’t actually care about you, they care about themselves first. You need to understand that in order to get a prospect onboard with you and to start trusting you, you need to show you understand where they are right now. You need to understand what their pain and frustration is at the moment. You need to understand what the answer to their prayers is, so that you can offer your services in a way that makes them “need” what you have.
3 – Give them what they want
Once you have established what your prospect “needs” you can then look at what you have to offer and repackage it according to what they want. For example say you offer a home study course that included a book, an audio and a video. You might think the video was the main selling point of the home study pack so you make that the focal point of your sales pitch. Your customer might however have mentioned they spend a lot of time in car and enjoy listening to audios. You should rearrange your offer to take this information into account. Give you customers what they actually need, not what you think they should want.
Sales doesn’t have to be more complicated than that. Yes there are a lot more tips and techniques you can use to improve your performance, but everything will feed back to these basic core principles of sales.