How to Be a Great Salesperson
Sales is an art. Part assertive, part passive, if you balance the persuasion and
charisma of a great salesperson, you'll be able to sell ketchup popsicles to a
woman in white gloves on the 4th of July (although something slightly more
practical is recommended). Read on to discover how to cultivate trustworthiness,
an assertive presence, and an optimistic outlook on your sales.
Put the Customer First
You can't sell anyone anything if they don't trust you. Convincing someone that
they need something you're selling requires that you balance sincerity with your
desire to make the sale, being assertive, firm, and honest. If they don't trust you,
they're less willing to make an intelligent buying decision.
Always be a person of integrity, because they will be able to see if you are not.
Always remember, you are here to serve and help your customer.
Find out what your customer really wants and why they want it. People buy
"things" as a means to an end. Understanding your customer's desires and adopting
them yourself will make you a great salesman.
Allow your customer to lead interactions, and ask questions to determine
their desires. If a customer says they want a suit, ask "What's the occasion?"
Selling a suit to someone going to a funeral is a lot different than selling to
someone who is celebrating a recent promotion.
If a customer expresses interest in a particular item, ask what it is they like
about it. Allow them to choose the product that they feel good about, getting to
know your customer and their taste, and uncovering their real motivation for buying.
Listen to everything your customer says carefully, and listen to exactly how
they say it. This is your fire power when presenting the product as a solution, and
you want to present the solution back to them the same way they presented the
need to you.
Be an Expert in Your Product
Know everything there is to know about your product, and your competitors
products, so that you can justify to your customer why your recommended
product is the right one for them. If you're selling basketball shoes, learn which
players wear what shoes, what styles are collectible, and some of the history of
the shoes. Likewise, learn all the technical details about sizing, comfort, and
care for the product.