How do the best sellers sell
Sales psychology: Use these 7 tricks to become a professional salesperson
Every entrepreneur also wants to be a good seller. Does that mean you have to get as windy as Saul Goodman? Or talk your customers about products that they don't even need? No. Because both are possible - stay serious and sell successfully. You can find out how to do this in the following 7 tips.
# 1: Find out what your customers need
Are you proud of your offer? Understandable and also useful, as we will see in the second tip. However, a good salesperson moves away from his own internal view towards the customer. He analyzes exactly what he really needs and provides him with a tailor-made offer.
So that you can find out what your customers need, you should develop an important quality: sincere interest. Read between the lines of e-mails and be fully attentive to the customer during the conversation. Then you will find out what they need and can offer them the ideal solution.
# 2: Be convincing
We have already indicated under tip # 1: It is good if you are convinced of your own offer. Then you are fully behind it and your customers will feel it. Always appear convincing in sales talks: with clean business clothes, well-sorted documents and a voice that lets the other person feel that you know what you are doing.
Charismatic salespeople who pay attention to their external appearance and effect appear more trustworthy than colleagues who come to the appointment in a rickety, outdated used car and with coffee stains on their jackets.
# 3: Confidently communicate your price
Do you find it difficult to communicate the price of your products and / or services with a firm eye and an equally firm voice? Do you get nervous when the customer frowns and says that all of this is way too expensive? Do you then reflexively fall on the defensive and try to justify your price with the living costs of your employees, production costs, etc.?
Please stop that. There is a good reason you came at this particular price and not any other. Provided that this price is based on a fair calculation. If that is the case, name it confidently and do not buckle if the customer reacts skeptically.
If the opportunity arises, offer him a discount, but don't allow yourself to be bargained down too much. Which brings us to the next point.
# 4: Identify who is a potential buyer - and who is not
If you've done everything right up to this point, but the potential buyer keeps finding excuses or supposedly good reasons why they don't want to do business with you, it's time to let them go.
Even the best salespeople grit their teeth to customers who really aren't. The reasons for this can be quite banal: Perhaps the potential customer is simply happy about your visit or the exchange about trends. However, there was never any interest in a purchase. Then you can turn yourself upside down - you still won't reach a sale.
There can be dozens of other reasons why the buying mood is not gaining momentum. But you don't have to be interested as long as you have clarified beyond any doubt that these reasons are not on your side. Better keep looking for real prospects.
# 5: Use the principle of scarcity
A well-known proverb says: If you want to apply, rarely do yourself. Although this comes from a different area of life, it can also be easily transferred to sales. Why is gold more valuable than ordinary stones? Because gold is rare.
As a smart seller, you can take advantage of this rarity by communicating to the other party - be it on a landing page on the Internet or in a personal conversation - that your offer is limited in terms of time or number of items. Incidentally, this is the main reason why there are limited editions of many products. Rarities tempt you to buy.
But you shouldn't overstrain this tactic - the principle of scarcity only works as long as your offer is actually valuable for the customer. An overly intrusive “only available today” barking campaign does not contribute to this impression.
# 6: Small gifts maintain friendship - and promote sales
Most people value a balance between give and take. In sociology, this is known as reciprocity. This means that we strive to give something good back to someone when we have received something good from them.
So if a friend gives you a great birthday present, you might want to give them a similarly good present on their birthday.
The principle of reciprocity creates trust and is also used successfully in sales. So don't be afraid to give your customers small gifts - be it promotional items or discount vouchers. In many cases, this confidence-building measure will make them more likely to buy from you than if they hadn't received such gifts.
# 7: build a personal relationship
The reality of our life today has accelerated enormously. Stable, interpersonal relationships are therefore a great asset that many of us appreciate. So also long-term customer relationships.
Therefore, it is not only aimed at a quick sale. You should definitely not cheat customers over the proverbial ear. Instead, focus on building a long-term relationship right from the start, in which your customer feels that his or her own needs, wishes and questions are taken seriously.
To illustrate: people still prefer to go to a bank they trust than to open their account with a direct bank. They are happy to pay account management fees for this, as the contact person in the branch has been familiar to them for years.
Good salespeople see the customer in his development
A great salesperson is not about making a lot of money quickly and then running away. Accompany your customers - maybe even for a lifetime - and always keep an eye on what they need in the current phase of their development. You can adapt your offer accordingly and, as a loyal partner, achieve satisfactory sales for both parties in the long term.
Tags:CustomersCustomer acquisitionCustomer careCustomer loyaltyCustomer acquisitionSales
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