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Top 10 Tips For Effective Selling
Top 10 Tips for Effective Selling
The business of selling is crucial to the success of many small businesses.
If you get it right, selling can be one of the most rewarding tasks you'll undertake as a business owner.
Here are our top 10 tips for effective selling. Use them as a guide to enhancing your sales techniques and giving your prospective customers every reason to say, ‘Yes’.
The sales intro
1. Look the part
Having a professional appearance and demeanour is essential for a salesperson. The way that your potential customers perceive you is the first step in selling your product or service. If your prospects perceive you as being professional, well-spoken and knowledgeable, they will be much more receptive to your sales proposition.
2. Invest time in building trust
Launching straight into a rehearsed sales spiel will alienate your potential customer or client. Invest a little time in building up a genuine rapport with them.
3. Don’t over talk
Ask questions to stimulate customer communication. Get prospects talking so you can ascertain what they really need and want. Only then can you sell your product or service to them in the most effective manner. If a prospective customer believes that you are genuinely interested in their needs, they will be much more open and receptive to what you have to say.
4. Assess prospects suitability
Asking the right questions will also help you quickly and accurately assess whether you are talking to a genuine prospect. If the person you are talking to does not have the need for your product or service nor the means to pay for it, knowing that sooner rather than later will prevent you from wasting valuable time and resources.
Selling your product or service
5. Focus on the customer
Put your prospective customer first. Rather than focussing on selling your product, focus on meeting your prospective customer’s genuine needs. Listen to your prospect and ask yourself, how can my product or service provide real value for this person? Selling the customer benefits of your product or service rather than the features is a much more effective sales approach.
6. Be natural
Talk to your customers in the way you would to a valued colleague, friend or family member. Be natural, not phoney, listen carefully and respond spontaneously to what they have to say rather than sticking to a pre-determined sales script. Be flexible and conversational in your communication style while still maintaining a professional demeanour.
7. Avoid ‘sales-speak’
Avoid sales clichés and ‘turn-off’ terminology. Quoting facts and figures or making unrealistic or over-the-top claims will only cause your prospects to switch off. Avoid terms that may have negative connotations. For instance, uses terms like ‘paperwork’ rather than ‘sales contract’.
8. Be fresh and enthusiastic
No matter how many times you have delivered your sales proposition, make sure you present in a fresh and enthusiastic way. Don’t skim over details or appear bored and disinterested. If you genuinely believe in the value of the product and service that you’re selling you will be able to express your enthusiasm much more readily, time and time again.
Closing the sale
9. Know how and when to close
If a prospect has indicated that your product or service is right for them, don’t keep selling, move into closing mode. When closing the sale, keep it simple. Ask a direct question like “Would you like to make your purchase today by cash, cheque or credit card?”
10. Follow up with great post-sale service
Fulfil your sales orders quickly and efficiently. Set up post-sales customer service and order fulfilment protocols so that every customer receives the highest levels of service. Make your customer’s day by giving them a gift voucher or discount on their next purchase.
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