Every (good) salesperson understands that there's a sales cycle that must definitely be gone through to obtain the sale, no matter the size of the sale. Here are seven steps to follow throughout the sales tactic to help ensure an effective sale.
Prepare - you, like a salesperson, must always prepare yourself during the day, for that customers, but for the sale. For some salespeople, preparation may entail understanding the products, pricing, and inventory that is available either in the company or perhaps in the place. 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 an even sales cycle.
Engage the Customer - if you are face-to-face using the customer, then engaging eye contact, using appropriate body language, and keeping the customer focused on the subject at hand is important to engaging the customer within the sale. If you are selling a product or service over the phone, you must capture the customer's attention with the way you talk (i.e. words, how fast / slow you speak, etc.) and also the customer should be thinking about the merchandise or plan to stay attentive.
Establish a Relationship - everyone purchases from family and friends. The greater the customer seems like they're a 'friend', the more likely she or he will purchase the service or product. My motto in sales happens to be "Everyone is a VIP". I treat every customer which comes in like a friend or family member. I do not sell them something that I understand they won't like or want, and that i don't push products or services on them when it's obvious they aren't interested. Now, basically can gain their attention and interest, i quickly are able to sell more what to them.
Qualifying Questions - I have always promoted "Qualify your customer" - and therefore you need to ask specific questions relating to the products / services you are supplying make sure that is what the customer needs or wants. For example, if the customer is investing in a mobile phone and seriously doesn't use email, apps, or social networking sites (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 Product / Service - after you have asked the qualifying questions and gained an understanding from the needs and wants of the customer, it's your turn to pitch your products or services towards the customer. The pitch must not seem like it is memorized, it must be personalized, and it must be in line with exactly what the customer has told you. If these musts aren't followed, then you'll lose the sale. Getting started with something like "Based on what you've told me" or "It sounds like you could take advantage of XYZ product / service" can make the a big difference in keeping your visitors attention. If they see that you've really paid attention to them they will relax a bit more and extremely think about your recommendations. I additionally recommend offering a couple of alternatives to what you are looking to get the customer to purchase. This can give them the option making them feel more in charge of the sales process.
Overcoming Objections - in almost any industry as well as in any kind of sale you will ultimately run into a minumum of one customer that has objections to your product or service. Most objections could be overcome by explaining the merchandise in greater detail (without confusing the customer), offering other alternatives, and showing the customer the worth within the product or service. Ensure that you know as much as you are able to concerning the product or service so that you can answer the shoppers questions about the location without needing to come back to her or him with an answer. Sometimes you have to do this, but when this happens your odds of closing the sale are reduced.
Close the Sale - this is the difficult part for many salespeople. This definitely takes practice (if you aren't a natural). Finding your very 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 are going to purchase. Generally, I simply 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, however it can also help within the closing of the sale process. Typically, I would say something similar to "So, don't let keep with [product / service], or [second product / service]". Once they've chosen which option that like best then you've closed the sale.