Every (good) salesperson realizes that there is a sales cycle that must be been through to get the sale, no matter the size of the sale. Here are seven steps to follow during the sales process to help ensure a highly effective sale.
Prepare - you, like a salesperson, should always get ready for the day, for the customers, and for the sale. For some salespeople, preparation may entail comprehending the products, pricing, and inventory that's available either from the company or perhaps in the location. For other people, preparation may entail getting in the right mindset to satisfy with customers, obtaining competitors information, and setting new appointments. Regardless, preparation is important to ensuring a smooth sales cycle.
Engage the Customer - if you're face-to-face with the customer, then engaging eye-to-eye contact, using appropriate body gestures, and keeping the client focused on the topic at hand is essential to engaging the customer within the sale. If you are selling a service or product over the phone, you have to capture the customer's attention with the way you talk (i.e. tone of voice, how fast / slow you speak, etc.) and the customer must be thinking about the merchandise or service to stay attentive.
Establish a Relationship - everyone purchases from family and friends. The greater the client feels like they're a 'friend', the much more likely he or she will purchase the service or product. My motto in sales has always been "Everyone is really a VIP". I treat every customer that comes in just like a family member or friend. I don't sell them something which I know they won't like or want, and I don't push services or products in it when it's obvious they aren't interested. Now, if I can gain their attention and interest, i quickly have a chance to sell more what to them.
Qualifying Questions - I have always promoted "Qualify your customer" - meaning that you should ask specific questions concerning the products / services you are supplying ensure that is what the client needs or wants. For instance, if the customer is purchasing a mobile phone and seriously doesn't use email, apps, or social networks (generally found in senior generations), then I am not going to sell that customer a smartphone. Instead, I will sell him or her a fundamental phone which i know he or she is going to be happier with.
Pitch the merchandise / Service - after you have asked the qualifying questions and gained an awareness from the wants and needs from the customer, it's your use pitch your products or services towards the customer. The pitch mustn't sound like it is memorized, it must be personalized, also it should be in line with exactly what the customer has already said. If these musts aren't followed, then you will lose the sale. Getting started with something like "Based on which you've told me" or "It sounds like you could benefit from XYZ product / service" can make the all the difference in keeping your visitors attention. When they see that you've really listened to them they will relax a little more and extremely consider your recommendations. I also recommend offering a few alternatives to what you're looking to get the customer to purchase. This can provide them with the choice and make them feel more in control of the sales process.
Overcoming Objections - in any industry as well as in any type of sale you will ultimately run into a minumum of one customer that has objections to your product / service. Most objections can be overcome by explaining the merchandise in greater detail (without confusing the client), offering other alternatives, and showing the client the worth within the product or service. Make sure that you know as much as you are able to about the product or service so that you can answer the customers questions on the spot without having to return to her or him with an answer. Sometimes you need to do this, but when this happens your odds of closing the sale are reduced.
Close the Sale - this is the difficult part for a lot of salespeople. This definitely takes practice (if you aren't an all natural). Finding your best closing techniques may take a while, but keep trying. There are a couple that I make use of the most:
The Assumptive Close - this is when I 'assume' that they're likely to purchase. Generally, I just ask how they want to pay, or I only say "come on to my office / desk and we'll obtain the paperwork started for you".
The Alternate Choice Close - when i discussed earlier, giving your customer alternate options can in the sales process, but it can also help within the closing of the sale process. Typically, I would say something similar to "So, should we keep with [product / service], or [second product / service]". Once they've chosen which option that like best then you've closed the sale.