Jennifer Scott
No matter what you’re selling, there’s going to be certain rules that help you get the result you want. Whether your product is tangible or intangible, customers are much more likely to buy from you if you follow these rules. Don’t know what they are? Read on to find out what makes good sales work.
Be honest in what you do
Sounds counter intuitive, but it’s true. If you’re having to lie about the product you’re selling, then you shouldn’t be selling it. Customers are much more likely to believe you if you believe in the product whole-heartedly. There are too many people listening to what you have to say, so you don’t want to be caught in a lie. If you have to walk on an opportunity, so be it.
Listen to your customers
Before you even start trying to sell to your customers, listen to them. Ask questions that really help you dig into what it is they want. Your customer is a person, and they have their own wants and needs. If you know what these are, then you can tailor your sales pitch to them.
Say sorry
There’s a real culture in business today of not owning up to mistakes. If a mistake happens, the blame is shifted, or businesses simply don’t apologise for what happened. In fact, this makes you look weaker and less trustworthy than if you’d just owned up. When things go wrong, contact the right person with an apology and a plan to make things right.
Build relationships
‘The soft sell is much more effective than the hard sell’ says Financial Manager Charlie Latham from Best Australian Writers. ‘You have to build a relationship with the customer before you can start selling to them.’ This is related to point number 2. No one wants to buy from someone who just storms in and tells you why you should buy their product. Learn more about them, and find out why they may want it in the first place.
Be clear about money
Ever looked into buying a product or service, to find the price was hidden from you? Some sellers are notorious for not giving you the price until you ask, and it’s infuriating for customers. Instead, be upfront about costs. You’re giving the customer the details they need to know, and helping them make the right decision.
Remember that ‘no’ doesn’t mean you’ve lost the sale
If you hear ‘no’, don’t just turn and walk away. Find out why the customer said no to you. Maybe it’s nothing to do with your product at all. Maybe you’ve caught the customer at the wrong time, or they think that they don’t have the budget to buy from you. If you can discuss this issues, you could still have a sale.
Deliver on your promises
If you say you’re going to do something, do it. No ifs or buts. If the client or customer can see that you’re as good as your word, then they’re more likely to keep buying from you. If you constantly back out on promises though, you’re seen as untrustworthy and so will be avoided in the future.
Follow up after a sale
The follow up is as important as the sale. Are they happy with their purchase? Do they have any questions? Send a thank you note, and ask them to get in touch if they need to. It’ll be appreciated.
Keep these rules in mind, and you’ll find sales suddenly a whole lot easier. It’s a matter of knowing what the customer wants from you.
