Here I’ll show you 13 tips and techniques to sell more products.
1. Demonstrate industry knowledge
You have to understand what’s happening in the market, the trends, policy changes, government changes.
You need to know all these little things. (Little?) You have to be that person that understands everything it is going on.
Customers want to talk to an expert on the industry and they are willing to pay.
2. Product knowledge
You have to understand every aspect of your product that impacts the customer. You need to know how the product works.
3. Be honest
Some salespeople don’t give complete information when the customer asks about the product.
But customers need help. What they are looking for is something to guide them right now.
There are so many options out there. Things are getting more complicated.
The complexity increases, and it makes decision making harder.
What they are looking for is something to guide them right now and to be honest with them.
4. Be direct
If you want to build trust fast, be direct. If the customer says, I want to do this with your product, you say no. Here is how it works, here is what you need to do.
What you want to do is to correct them if they are wrong.
We all have heard that expression: “Customer is always right,” let’s get rid of that stupid saying.
The customer is not always right. They don’t have your perspective on the market, product or industry.
Sometimes the products and services look alike and what makes the difference is the salesperson.
It is not what you sell but how you sell which makes the difference whether a customer decides to buy your product or not.
It is a simple word but so hard to execute.
Our brain process information that is 500-700 words per minute, but on average we talk at about 150-300 words per minute.
People talk at a slower rate, and our brain is processing faster.
Before presenting the product you need to ask specific questions to find their pain. And during this time you need to listen attentively.
Don’t say the product is a perfect fit for you during this time. You’re going this information in the time you’re closing the sale.
6. The Yes set
It is a process of asking questions that you are guaranteed to get a “YES” response.
If you get the other person to answer 6-7 times with a yes response which may be different topics you are almost guaranteed to get another yes.
People use their unconscious mind to make instant decisions.
When a car is in the wrong way in front of your vehicle, your unconscious mind keeps you safe from crashing.
Our unconscious mind makes decisions based on rules and past experiences.
One principle relating to your unconscious mind is:
A person will strive to remain consistent with their past actions, decisions, and statements.
When you use this technique, when you create a yes mindset, it is easier for you to make them see things like from your perspective.
Also, this will get them more open to listening to your benefits.
Using the “Yes Set” in sales requires you to get the other person to agree to a few simple questions…
How are you doing today, pretty good? Can you please sit down here? Is the temperature in the room comfortable?
You can ask questions by repeating back what they said to you.
When you make a statement everyone agrees is true (the weather today is beautiful, isn’t it?), make a statement like this“better safe than sorry, right?”.
Most people freeze up when their yes set is interrupted with a no response.
All you have to do is to jump back to a previous statement the customer agreed.
If you get a “No” response, it means you are moving too fast to close with the customer. Look for all the customer reactions and feedback instead of an argument.
Once we have decided to do something we feel a great deal of pressure to continue doing it.
Acting in a consistent matter makes sense.
You need to get them to think that your advice relating to your product is compatible with their past decisions and actions.
By getting someone to make many mini commitments throughout a sales call, you can increase the chance they will agree to a final sale.
8. We have a desire to return a favor
The need to return a favor is ingrained in us. It means that when someone gifts us, we want to give something back.
You can use this technique to build your relationship with the customer.
Make sure your gift is not too large, you don’t want the customer to think is a bribe.
People have a hard time resisting not taking advantage of an opportunity if they believe they won’t get a chance to get it again.
The thought of losing something will motivate us more than something more valuable than you can find it easier.
This principle is valid in circumstances of uncertainty. Loss plays an essential role in all human decisions.
Research has shown that if we tell someone that an item is short of supply or the cost of the manufacturing is going up, you are almost guaranteeing that they will buy more of it.
10. What others are doing
We determine what is right to do by finding out what the majority of people are doing.
In fact, 95% of people imitate the actions of others rather than try and imitate their actions. We follow others because of the uncertainty feeling we have.
We use shortcuts to make nearly all of our decisions.
Our brain loves to follow shortcuts.
11. When they say “I need to think about it”.
The best defense for this objection is to show uncertainty related to your product.
Say to them that if they don’t buy now the cost of the manufacturing of the product is going up. They will have to buy later at a higher price, or they will lose the opportunity altogether.
We know that the harder it is to get something the better that item is.
You need to close the sale at that moment.
A study revealed that people forget 75% of the words they have heard in 24 hours. When a customer leaves your door chances that you will close that has decreased.
When they say, “I want to think about”, they are not going to think that much.
A good response to this objection may be – Mr. customer when someone says to me, “I need to think about” it is one of the two things…
It either is not interesting, or they are not sure. Which one is it? Now you are giving them an option to choose.
In most cases, they will say: I am interested but not sure.
They are not sure for one of the three reasons:
- It is not fit for the customer
- functionality is not there
- It’s a problem with money.
Now you have a new engagement with the customer.
If it does fit their needs than it is functionality (Ask the customer does it have all the features you need from the product).
If there is something that the client wants it, you can develop and deliver it to them.
Let’s assume they think it is too expensive or it is more than they expected to say. You can say: ‘You see the value of this product, and then you can introduce a payment plan for 3,6,9 months’.
Most people don’t like to admit that they don’t have the money, this makes them feel bad. By using this method, you are going to find the real problem, the actual cause that they are not buying your product.
12. When they say, I need to talk to my spouse
To handle this objection you should let them know they’re decision-makers.
Tell them you’re a person that wants a fair deal, and if they feel that the agreement is reasonable, they’ll take advantage of it.
13. When the customer asks you about the price
When they ask you about the cost of your product or service, you are in control.
If you share the price without qualifying what that price is, there is no value around that price.
Let’s say that customers ask you: How much do you charge for wedding photography? You say 1000$, and they say, “that’s more than we expected” Compared to what…
The right answer: It could be anywhere from 200$-1000$ depending on what you are looking for.
By giving them a range you are giving them the piece of information they want, and it allows you to ask questions about what they are looking for.
You are basically saying, let’s talk about this, and then I am going to give you a more specific price.