Sales

What happens during the Sales Process



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"What happens during the Sales Process"
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Selling is not something just anyone can do. There is a great amount of understanding of what to say or do in order to be successful in the encouraging of someone to buy what it is you want to sell.
Without going into a technical detailed explanation, it can be summed up easily if you can just put yourself into the prospective buyer's shoes.

How many times have you walked into a car showroom and the salesperson who's been there too long starts walking over to you while wiping his hands as though your sold already, and the first thing said is "what can we sell you today"?

Is that a complete turn off or what you might feel, and in him doing so, you're defenses are already up.
So what it is I'm trying to point out here is that besides product knowledge, it's vitally important to know what may generate an interest in what you have to say for the purpose of getting a sale.

If you don't know the lyrics to a song, how can you sing the song?
That said describe in a way that would interest you as a buyer what it is about the product that may draw your interest in buying the product.

Between describing the product and demonstrating some of its finer points, build up a trust between you and the customer so that he or she feels you have their best interests in mind. One of the best ways is to sway them away from wasting money on something that may not prove of value to them later on.

Be totally honest about what you know or don't know. If you're not sure about something, or the customers asks a question you don't know the answer to, you risk losing the sale, as the customer may be just feeling you out.
So excuse yourself and bring a more qualified associate to help answer the question, and then explain that you want to make sure he or she gets the right information about the product.

This is impressive to the customer as it makes them feel comfortable you will only address those questions of what you're knowledgeable about.
If available show them a brief presentation via of a video tape or DVD about the product that fully explains a lot of the technical information that may not be absorbed if you try to explain it face to face.

Take that opportunity to ask if they would like something to drink, like coffee or tea, soda, and possibly a danish pastry as well.
All this builds up confidence in the customer that they chose the right place for which to do business as well as in you as the sales representative.

While they are watching a brief demo of what you're trying to sell them, bring the product out so as to have it ready to show some of its features you can demo for them.
Using little pressure, offer to prepare the sale of the product to see whether they are interested at the time they are there.

If they want to wait, don't try to convince them that you can't deliver the same deal as of the present time. They know it's a tactic used to pressure them into buying, and all may be lost.

Instead, offer a handshake, a great smile, and thank them for their time. Let them know you will contact them in a couple of days to follow up as a courtesy call.
The more you pressure, the more they will feel the urge to resist as they want to make sure of what they want to do before making that final decision.

Remember; put yourself in their minds eye at all times. What sounds good to you when you were a customer will sound good to your own customer.

More about this author: Richard Serra

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