Recently, I was hired to work with a company who had several new employees that had been promoted to outside sales. Here is some of the information I shared with the group. Primarily I spoke on how they could improve their greeting and presentation style to increase sales. We did a lot of role-playing, video-taping, and the session was very interactive. Be sure to leave some comments below on additional techniques that you have used to improve your sales!!! I'd love to share them with others.
BASIC SALES 101
Every single sales encounter will be different to one degree or another based on the following facts. Different product, customer, and sales technique combinations.
There is no single blue print that will work on every combination. Period. Anyone who tells you that they have a "one cap fits all" sales technique is not leaving room to evolve with the market and its trends.
As a sales person you should always be seeking to improve your sales skills. Areas of focus should include, but not limited to:
- Product knowledge
- Customer knowledge
- Greeting techniques
- Presentation style
- Closing techniques
Be on top of your "game". Know as many features and benefits of your products as possible. Know how to combine them in your presentation to create customer desire. Be aware of upcoming releases and upgrades as soon as they are announced.
Be aware of your product and businesses target customer. Research how you can target this consumer by using your client portfolio. Learn what your customers do not like about your product from online forums, product reviews, and customer direct feedback.
One of your most important sales skills is your greeting. Learn how to greet a customer and get past the pre-programmed, "just looking" response. Learn how to read your customers demeanor and judge who is a "looker" and who is a potential "buyer".
Experiment with which features and benefits produce the most interest from customers. Tailor your style to each customer. Some people like an informal presentation, others like a formal conversation. Learn both. Be sure to get your customer involved with the product. Let them handle it and experience the features and benefits.
Learn when to attempt the close. Timing is key. Experiment with both "hard", and "soft" closes. Accept that your first refusal, is just that, your FIRST, and not your last.
If you really take the time to develop your sales skills, you will be sowing seeds that will result in sales. Your skills must evolve with the market in order to be competitive. In sales, it really is, survival of the fittest.