When it comes to sales, there are many factors that will determine if you close the deal. Your ultimate goal as a salesperson should be to obtain repeat customers and referrals. To do that, however, you must first get the prospect to buy your product or service. Here are four tips you can use to increase sales.
1. Enthusiasm for What You Sell
Not only must you believe what you’re selling will benefit the buyer, you must also clearly convey that message. If you don’t, it will be obvious, and it will doom your presentation. Studies have shown that people will buy from those who are interesting and engaging. Don’t try to fake it either. “Your lack of conviction will scream through,” according to Tom Szaky, author of a small-business blog for The New York Times.
2. The Customer’s Interests Are More Important Than Your Own
Value what the patron believes even if it means not making a sale. Conducting research prior to meeting with the client is essential to understanding exactly what his problems might be and if you can offer a solution to those dilemmas. Don’t waste your time by attempting to sell unneeded goods to people. They will be hesitant to purchase anything from you in the future once they learn that you only wanted to make a sale, not truly help them.
3. Upsell Complimentary Products
By actively listening, asking pertinent questions and overcoming objections, you will know the exact needs of your customers. This will allow you to match more of your company’s offerings with the client’s needs. For example, if your firm sells office supplies and the buyer requires a new printer, be sure to indicate that you also sell paper, ink and other items that are necessary accessories. “When customers are talking, it’s not enough to keep your mouth closed,” according to Geoffrey James, contributing editor for Inc.com. “You’ve also got to keep your mind open to discover ways to truly be of service.”
4. Post-Closing Service
Many salespeople wrongfully think the exchange is over after the customer has signed on the dotted line. Repeat customers and referrals are easier and less costly to secure than attempting to seek new business. Therefore, once a sale is made, the most important part of the process begins. You must regularly follow up with your clients to ensure that your products are continuing to meet their needs. If they are not, you should quickly and effectively resolve any issues. Those customers will then look to you as a trusted and reliable partner, and they will recommend you to their colleagues.
When you follow the tips mentioned above, you’ll have more money in your pocket, and, most importantly, you will forge long-term, mutually-beneficial relationships with all of your customers.