Every (good) salesperson realizes that there's a sales cycle that must definitely be gone through to get the sale, regardless of size of the sale. Here are seven steps to follow during the sales tactic to help ensure an effective sale.
Prepare - you, like a salesperson, must always get ready during the day, for the 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 location. For others, preparation may entail getting into the best mindset to satisfy with customers, obtaining competitors information, and setting new appointments. In any case, preparation is important to ensuring a smooth sales cycle.
Engage the client - if you are face-to-face with the customer, then engaging eye contact, using appropriate body language, and keeping the client focused on the subject at hand is important to engaging the client within the sale. If you are selling a service or product 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 the customer must be thinking about the product or plan to stay attentive.
Establish a Relationship - everyone purchases from family and friends. The greater the client seems like he or she is a 'friend', the much more likely she or he will buy the product or service. My motto in sales happens to be "Everyone is really a VIP". I treat every customer that comes in like a family member or friend. I do not sell them something that I understand they won't like or want, and that i don't push services or products in it when it's obvious they are not interested. Now, basically can gain their attention and interest, then I are able to sell more items to them.
Qualifying Questions - I have always promoted "Qualify your customer" - and therefore you should ask specific questions concerning the products / services you are selling to ensure that is what the customer needs or wants. For instance, if the customer is purchasing a mobile phone and seriously doesn't use email, apps, or social networking sites (generally found in senior generations), i quickly am not going to sell that customer a smartphone. Instead, I will sell him or her a basic phone which i know she or he is going to be happier with.
Pitch the Product / Service - after you have asked the qualifying questions and gained an understanding of the wants and needs of the customer, it's your turn to pitch your product or service to the customer. The pitch must not seem like it is memorized, it must be personalized, also it should be consistent with exactly what the customer has told you. If these musts aren't followed, then you'll lose the sale. Starting out with something similar to "Based on what 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 observe that you've really listened to them they will relax a bit more and really consider your recommendations. I additionally recommend offering a couple of options to what you're trying to get the client to buy. This will give them the choice and make them feel more in charge of the sales process.
Overcoming Objections - in almost any industry and in any type of sale you will ultimately come across at least one customer that has objections to your product / service. Most objections can be overcome by explaining the product in greater detail (without confusing the client), offering other options, and showing the client the value in the product or service. Make sure that you know as much as you can concerning the product / service to be able to answer the shoppers questions about the location without having to return to her or him by having an answer. Sometimes you have to do this, however when this happens your odds of closing the sale are reduced.
Close the Sale - this is actually the difficult part for many salespeople. This definitely takes practice (if you aren't an all natural). Finding your very best closing techniques may take some time, 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 going to purchase. Generally, I just ask how they want to pay, or I only say "come on over to my office / desk and we'll get the paperwork started for you".
The Alternate Choice Close - when i mentioned before, giving your customer options can in the sales process, however it will also help in 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 they like best then you have closed the sale.