Have you ever walked in a showroom where the salesman was so pushy you couldn’t wait to get out?
Have you ever been served by a salesman whom you felt he has the best interest?
A salesman that made you buy from him more and more.
Here are 10 tips that will help you become a more charismatic salesman:
1. Put the prospect’s self-interest before your own
The first thing most salespeople care is making the sale.
You want to close the sale because you need more money.
But the prospect doesn’t care about your economic situation.
They only care about their needs and problems
Some salespeople make the mistake by saying something like: “Come on, how I will feed my kids?”.
In the times where business is slow the pressure increases, they push harder to meet the quota, and the desperation comes in.
The customer doesn’t care about your commission, your mortgage payment or that you need to reach the quota this month… nor should he.
Prospects love salespeople who put the customer first.
2. Prospects name
Mispronouncing their name can cause a strong negative reaction.
So be sure you get the prospect’s name right.
If their name is hard to understand, ask them to repeat it, say it back, and ask if you got it right.
For business prospects, build a personal relationship with their secretary. Often, they’re in control of the prospect’s schedule and activities, and their phone calls.
When she is your ally, your job becomes easier.
3. Do your homework
Selling to a stranger through cold calling is nearly impossible unless you establish rapport and trust.
The more you know about the prospect’s business before making the call, the better the chances will be to close the sale.
Ronald Fielding, group vice president of Hormel Foods Corporations says:
“One of the worst things to say to a prospect is, What are your needs? A good salesman already knows,”.
With the internet, researching a business prospect is simpler than ever.
Prospects expect salespeople to do their homework and not waste their time making meaningless questions.
Gathering information might take time and effort but eventually, it will pay off.
You’ll gain more knowledge about the customer and how your product/service can help him.
4. Don’t exaggerate
You need to realize that your offer is valuable but your customer can live without your product/service- unless you are a heart surgeon.
So, don’t exaggerate your product’s benefits.
For example: “This product may not pay for your children’s college tuition, Mr Customer. But it can save you hundreds of dollars in electric bills over the next years,”.
There are two types of products:
The “must-have” products which include food & drink, healthcare, clothing, housing, and transport.
And “nice to have” products which the buyer can do without – Books, music, magazine subscriptions, TV, video games, jewellery, etc.
Be honest about which category your product falls into. Do not persuade the customer your “nice to have” product is a “must have”.
As stockbroker Andrew Lanyi says: “The more you tell the customer you’re not a guru, not a rainmaker, the more credible you will be,”.
5. Be an expert
In today’s world salespeople might not have a good reputation but experts do.
To succeed in selling you need to bring something to the table: ideas, solutions, advantages.
The more you appear to be an expert, consultant, or adviser rather than a “salesperson” the more prospects will want to do business with you.
6. Understand what a customer really wants
People want to be loved and appreciated. They want things like power, creativity, beauty and freedom.
They also want more money, to advance their career, have a secure future, and good health. In short, people want to succeed in everything.
If you want to close the sale you have to tap in one of these fundamental desires.
Here are 7 “magic words” that will help you do that:
You – This pronoun makes the person feel more fully involved.
Free – Who doesn’t want free things? Remember the reciprocity rule.
Save – Everyone wants to save money. Give a higher price than lower it.
New – We want a product that has new features.
Proven – It assures the client that they’re not taking risks.
Easy – Let me show you how easy is to use this product.
Guarantee – Satisfaction guaranteed or your money back.
Here is a list of products and the desires they fulfill:
|Cosmetics||A desire to be beautiful|
|Courses/Seminars||A desire to be smart, superior|
|Financial Products||The desire for money, Success|
|Computers/Software||To be competitive, save time|
|Property||The desire for shelter, to be elite|
|Fitness||Health, longevity, beauty|
7. The main four questions
A prospect before buying may have doubts.
An unspoken dialogue takes place, fears and insecurities come in.
Don’t diminish the importance of this dialogue and try to finesse your way around these fears.
Mark Joyner, the author of “The irresistible offer” shows you must answer the big four questions:
What are you trying to sell me?
Your communication must assure the prospect you’re offering a good product at a fair price.
Why should I believe you?
Indeed, why should someone trust you?
This question goes to the core of the prospect’s insecurity.
Sometimes, offers can sound too good to be true.
People have to trust they’re dealing with the right person.
An offer only works if it has credibility behind it.
What’s in it for me?
Wait, a minute… We just answered the question, “What are you trying to sell me?” Isn’t this the same thing? Not exactly.
When people ask this question, they want to know the benefits.
You buy a Porche, but what you’re really buying is the sense of prestige and superiority.
When you buy healthy foods, you are buying a better quality of life.
Next time you make the presentation keep in mind these 4 questions.
8. Talking too fast
When a prospect hears a salesperson talking too fast, they think he is trying to hide something. Whether this judgment is true doesn’t matter.
It is the perception of the prospect, and we all know sometimes, perception is a reality.
You must talk slow, and deliberate enough so that the prospect comprehends everything you say.
Try to match the speed tone, and the urgency of the person you’re talking with.
If you’re talking with a speed talker, speed the conversation.
Develop a chameleon-like aptitude for matching the prospect’s mood, tone, and personality.
You need to practice the art of “mirroring”.
It means showing the aspects of temperament, belief and attitude that most closely align with the prospect.
People like doing business with people that are perceived to be just like them.
9. Believe in your product
There are two reasons salespeople don’t believe on what they are selling:
Either they’re not part of the target market for that product or they know their company’s product is not as good as competitors.
If you are not using the product yourself, then you are at a great disadvantage.
Master copywriter Clayton Makepeace advises anyone who sells:
‘‘Make yourself have experienced similar to the prospect’s.’’
That will give you a better understanding and empathy with your prospects.
They will sense that in you and be attracted to it.
For example, if you are selling stock market advice, you need to know how investors think and feel about the market.
The best way to do that is by investing yourself.
10. After the sale
After you’ve sold that product you need to keep that customer.
After that transaction, he can go anywhere, to anyone, for his next business deal
Here are 4 quick tips to keep in mind:
Be reliable – If you make a promise, keep it. If you tell the customer that someone will come to your house on Tuesday to help fix the product, and no one shows up- you’ve lost credibility and your customer.
Continue to listen to your customer – You’ve solved one dilemma for your customer but now he has another.
Help him solve his problem and chances are you might get another sale. If not, you’ve at least been helpful and you’ve increased the credibility.
Deal with disappointment – You have sold your product but something seem to not be working. If possible get to their place and fix the problem
Go the extra mile – Is the customer looking for a widget you don’t sell? Then recommend a good company that does.
He will remember you- especially when you call him and ask if he could fix the problem.
Remember that we all make mistakes.
Customers appreciate your honesty and hard work you put to making the situation right.
Source: Magnetic Selling
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