I have been meaning to put pen to paper with this for awhile now, just never got around to it!
Anyway, below is a few tips that will help you sell your products (be it at work, or something you have coded...it really doesn't matter what the product is, or who the client is, it generally works...)1. Introduce YOURSELF BEFORE The Product
The first thing a client wants to know, is who is trying to sell them something, and this is the moment when you need to be the most awake. All sales happen, within the first 30 seconds of the pitch
Its often said, that a prospective client buys YOU, not the product. This is more true than you would believe! Have you ever bought anything of any importance off someone who is miserable, downtrodden, and just honestly couldn't give a crap if you bought and/or used the product, because they don't BELIEVE in it?
This is why you must introduce yourself, in a friendly fashion. Create a rapport with your client from the moment they say hello, they need to be your best friend by the time you tell them why you have called, otherwise you can kiss that sale goodbye.2. Believe
Believing in the thing you are selling, is the most important weapon in your arsenal. If a client can tell you don't believe in it, they are not going to buy it...simple.3. Don't Rush
Once you have introduced yourself, and you have told them why you are talking to them, you will have a rough idea if they are interested (This is usually judged by if you are still speaking to them or not, but theres other ways to tell!). If they are still listening to you, you have done well, however, you want the customer to ask questions, and become excited about the prospect of owning whatever your selling! They really need to buy YOU, and sell the product to THEMSELVES! 4. Don't use stupid techniques
Honestly...A customer can tell when your trying to hypnotize them...it's not worth the law-suit that follows. In all seriousness though, theres a lot of sales techniques that people will try to 'sell' you, but most of them are complete garbage, and are not worth the paper they are written on. Just be yourself, trust your instincts, and be confident.
Also, unless you DO own/use 'one of these', don't tell the customer you do...everybody is sick of hearing the Telesales guy say "I've actually got 3 of these myself, and I even bought 1 for my wife, and 2 for my children they are that good"...We all know its a total lie, and it's annoying.5. Don't try to close too quickly
Trying to close a deal at the wrong point, can literally tear apart any chance of making said sale. You need to induce urgency into the deal, without adding any desperation! Make them realize that they are getting a great deal if they buy NOW, but don't come accross too desperate with it. On the same note, you don't want to come across like you couldn't care less if they bought it or not. Trust me...this is easier than it sounds, and we will get to that a little later.6. Answer All Questions HONESTLY
No matter what the customer asks you, tell them the absolute truth. The last thing you need, is to mis-sell a product, and later be reprimanded for it.
Your client will realize you are being completely transparent and in turn, ask more questions focused on the actual product.
If you don't know the answer to something...Tell Them!...There is no point lying about it, or trying to avoid the subject. You can always offer to find out and let them know at a later date, or if possible, offer to call somebody to find out the answer.7. Starting To Close The Deal
If you have made it this far into your pitch, theres a high chance that the customer actually wants the product. Try to avoid asking them if they can afford the product, because thats not too important right now. The reason I say its not too important at this stage, is because, if they want the product badly enough, they will locate the funding to purchase it.
It is at this point that you want to start asking things like "How would you feel about owning one of these" or "Its a wonderful deal isn't it!"
If they respond positively to either of the above statements, chances are, they will buy your product...but don't get carried away just yet...you can still lose them.8. Add more urgency
Without lying, you need to induce some sort of urgency into the deal. If you can offer some price discount, or add any other products "if they buy today", this is usually a great thing to do. Make sure you don't offer them earlier on in the conversation otherwise they will try get as much as possible out of you.
An other way to induce urgency is to explain that you only have a certain amount of time before you have to go see your next client. This will let them know that they need to make a decision quickly.9. Closing
Yay! They have allowed you to get this far! Congratulations! Wait...What?...You can still lose them!
At all costs, you must avoid sounding too keen about the sale taking place, don't jump for joy, or scream "OMG THANK YOU GOD" because thats some-what off-putting.
Be calm, stay on pace, stay happy, and let the customer sell the product to themselves once and for all, by saying one simple thing...
"Well, unless you have anymore questions for me, I think we should get you signed up for this!"THIS IS THE POINT WHERE YOU KNOW IF THE SALE IS GOING TO GO AHEAD
Now, 1 of 3 things will happen now...
- 1. The customer will say no, and refuse to buy anything <--- BAD
- 2. The customer will say "I need to think about it" <--- BAD, but can be turned good
- 3. The customer agrees! <--- VERY VERY GOOD
1. If the customer chooses
this option, you have lost the sale.
2. If the customer chooses
this option, you can turn the sale around by offering something extra, and tell them its the final thing you can do for them.
3. Sign the papers, leave, and jump for joy!10. Recap
- Sell YOURSELF
- Be Honest
- Offer Extras (If you see fit)
- Induce Urgency
- Don't Appear Desperate
- Be HONEST
- Be Open
- Don't Lie
- Be Calm
- BE HONEST
Well thats about it from me.
I am planning on writing a whole bunch of stuff related to this ASAP, but for now, if you have any questions, then ask...Ill be honest
in my replies!