08 Feb Rules for a Successful Sales Rate
Every business involves the element of sales and purchase along with profit and loss. The success rate of a sales person is usually measured by the amount of sales made by him/her during a given time period along with the fact that how good that person is in persuading individuals to make a purchase. Making a successful sale is not only based on the persuasion ability of the sales person but also on a set of developed and regularly practiced skills.
Making an individual to listen to you involves a proper understanding of that individual and his/ her priorities and requirements. The basic rule for any sale success is based on understanding the customer and his/her service requirement. These set of developed skills can be broadly divided into 10 laws or rules for successful sales.
- Speak less but listen more.
- Find out what the person actually wishes to buy rather than trying to ‘sell’ your product.
- Better to ask questions about customers’ needs rather than persuading them to purchase.
- Try to start a conversation with customers by casual and normal talks.
- Make efforts to understand the customers’ state of mind i.e. try to build a mutual feeling of trust.
- Give brief answers to questions related to you and move on.
- Talk about the product only after proper assessment of the customers’ requirement.
- Avoid exaggeration of facts related to the product while talking to the customers.
- Find out the reasons for customers’ feeling of apprehension towards a product.
- Encourage customers to take steps toward overcoming their apprehensions by buying the products.
For pitching of any business proposition or communication first few minutes of the conversation, play a crucial role. The first few minutes of your conversation should involve introducing yourself to the customers so that they are not caught by shock. Try to make them comfortable by your presence so that they are ready to listen to what you have to say. Try to listen what your customers have to say rather than rambling about the product.
Before trying to persuade your customers to purchase the product, it’s important to understand about their needs and requirements. Ask simple questions about what are they fascinated about or about what they always wanted to purchase, etc. Never try to force your customers to buy the product rather make efforts to provide them with all facts related to the product so that they themselves feel like buying the product.
Try to understand more about your customer’s way of living or ask about the products and services that they are using or about the products they wish to purchase in near future, etc. Answer to these questions may help you gather more information about your customers and their needs thereby enabling you to win their trust and encourage them to continue business with you.
Starting a conversation with your customers or pitching your business proposition to them requires best communication skills. It’s important that the salesperson don’t seem like a company’s agent or audio brochure rather the salesperson should speak normally and casually with the customers as friends or closed ones interact with each other. Many salespersons can be seen talking in an exaggerated tone with their customers that often lead to creating a wall of resistance in between.
Try to understand the state of mind of your customers in that particular moment as to whether he/she is in a hurry or seems upset. Ask them about whether it’s the right time to talk to them or could they talk some other day, etc. If you take interest in your customers, they in turn will also show their interest in interacting about what you have to offer.
Avoid any personal questions related to you at best. Even if any such questions emerge try to answer them as briefly as possible because the conversation should be about the product not about you – The salesperson. Make sure that you keep your personal and professional life apart while interacting with the customers and while talking about the product.
No individual feels comfortable in being forced or persuaded to do something, so when the salesperson over exaggerate about their products; customers automatically tend to lose interest in the product. After making casual conversation with the customers and winning their trust, it becomes easy to attract their attention towards what you have to say. Once you grab their attention then make sure that you talk about the product in his/her own words rather than talking about those aspects of the product that the customers cannot understand or relate to.
Never over exaggerate about the qualities of the products or services, as that can lead to losing interest of the customer from what you have to say. Don’t keep on rambling about the product for hours on length as you may lose the attention of the customers and thereby fail in making the sale a success.
After winning the faith and trust of your customers, you might have already understood the needs and requirements of the customers related to your product. Try to find out the reasons behind the customers being apprehensive in using your products and services. Then you need to pitch the advantages of your product in line of the services that the customer is looking for and ensure them that your product can provide them with those services.
In order to ensure that the customer makes the purchase and buys your product without any apprehension make sure that he/she completely understands the advantages of the product without any scope for doubt. Make sure that at the end of the conversation you should seem like a friend to the customer rather than an agent of the company or a salesperson.
These rules need not be the definite ones as they can always change as per individual perception or skills. These skills can always be developed and brushed up several levels to increase the sales rate of the company and its products. Whether one follows these rules or develops own set of selling skills, communication plays an important role in any selling process and for successful running of a business.