George S. May Business Blog

Three Essential Tips To Selling

 A common mistake for people selling is talking instead of listening; especially when the item is something that the salesperson really cares about or is highly knowledgeable of.

When the sales person gets the question:

“So what can you do for me?” or “How is this product going to help me?”

The general response tends to be a barrage of information relating to item. The customer will then get overwhelmed and answer with a response to the tune of,

“Well let me think it over. I’ll be back”  

No they won’t. Right there the sale is dead. See, people do not want to be sold, they want to buy. What I mean, is the average American citizen is subjected to advertising hundreds of times a day. Every where they go they are being pitched something and most of the time it is under false pretenses – internet prize giveaways (the classic “you’ve won a new iPhone! click here to receive your prize), infomercials, car dealership schemes (we’ll get you in a car no matter what your credit is!)  Nigerian bank accounts…you get the picture. Bottom line is, people are afraid to be sold things these days, thinking there has to be some kind of catch. Here are a few ways to help people buy their item.

 1. Stop talking. You do not know exactly what they want an item for. Listen to their needs and then emphasize the features of the item that will cater to their needs. You want to make it a very simple decision for them to buy. Don’t confuse them by telling them everything the item has to offer. Furthermore, you may bring up more issues that they never even considered before.

For instance:

Salesperson says, “Plus the vacuum is very heavy duty, unlike the fold up vacuums”. Buyer says, “Oh there are vacuums that fold up? I have an issue with storage space, let me see those.”

2. Ask questions. Depending on the demeanor of the person, many times it isn’t even the questions that pertain to the product that are best.

Example:

Buyer: “Tell me about this vacuum”

Seller: “Well it’s made in the U.S., good longstanding company, and oh – Do you have kids?”

Buyer: “Yes I have a new born daughter and a 3 year old boy.”

Seller: “Wow, really? My wife and I just had a girl too. What’s your daughters name?”

Now not only do you know that you should highlight the child safety lock on his vacuum, but more importantly, you have established that you have something in common. Use that. People want to buy from someone they trust. The more you can see eye to eye with your client, and vice versa, the more successful you will be in getting them to trust you.

3. Always be closing. Now that doesn’t mean to push the buyer into selling, but don’t become a consultant. Answer the questions that they have, but do not just leave it at that. Let them know why the product is perfect for them today. Otherwise they will pick your brain, find out what they need, and then go home and buy it on the internet. Realize what they want and why, find the item that suits them best, and let them know that this is the perfect time to take it home right now. Now this can be a bit touch and go as pushing too hard will turn you back into the “seller”. Don’t try to force them, but give it a bit of urgency. People don’t like to miss out on a great deal. Treat your client/customer as if you know that they are going to be buying today, without explicitly saying that of course, and generally the response will be in your favor.

A very smart man once told me, “Anyone who says, ‘it isn’t personal, its business’ is lying. It’s always personal”. If you develop a good relationship with your customer, not only will they buy from you, but they will keep coming back.

Do you work in sales? Any tips/advice, suggestions?

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