Im writing with over 35 years selling experience. Ive been in advertising all my life and began with my own advertising agency. Later, I joined the Bell System Yellow Pages and did private consulting. Today, Im retired and run a home-based business along with my wife called, The Nurses Choice, a health information and doctor referral website. Im still technically a salesman, but I didnt set out to be one. I began as a designer and eventually, art director for a small East coast agency. When I was hired by the Yellow Pages, I had almost no sales experience. But I had always taken care of my clients and discovered it was virtually no different. Now I took care of the customer. Thats not to say that the customer is always right: far from it. But it was my job, albeit, my responsibility, to tell them when they were mistaken and put them back on the proper path. I was the advertising expert and they expected me to help them make the right decisions that would benefit them or their business, Along the way, I learned how to be the best salesman possible and made many friends in the process. These ideas will work for any salesman whether youre selling cars, homes, or anything of value. Now Ill pass on these tips in no particular order. (1) Be honest. It sounds easy, but sales people sometimes have to sell products that they dont believe in or arent needed by certain clients. In those cases, I would present the item and let the customer decide. Which leads me to number two. (2) Dont be high pressure. A good salesman doesnt need to be. Just do the job and allow the product to sell itself while expounding on the features and benefits. (3) Smile and be friendly. Youre there to do them a favor and help them or their business. Let them feel that through your words, actions, and attitude. (4) Recommend what they need. There is no use bypassing what they asked for simply to meet some quota. Theyll pick up on you ulterior motives soon enough. (5) Along with the previous, ask what they need. Allow them to explain what they are seeking and why. Learn about their situation. (6) Answer all their questions. Its your primary job. Pass on your knowledge so they may feel secure with you and your understanding of the product or service. (7) Give them options. There are probably several decisions and choices to make. Explain the pros and cons of each and sit back, allowing them time to digest the presentations. (8) Shut up. Let them do the talking. Many new sales people will eventually talk themselves right out of a sale. Know the value of silence. (9) Ask for the sale. When the time is right, pull out the contract. Sense when its time to have them make a commitment. Dont be afraid to do so. (10) Overcome their objections. Thats when the sale actually takes place. (11) Thank them for their business or time, even if they dont buy right away. They may still come back and be your customer. Dont burn any bridges. (12) Follow up. Call them and reminder them you are available to answer any addition questions. Thank them again. Its an easy road to follow but many sales people forget these basic rules. Be smart and youll make plenty of money, good clients, and good friends along the way. |
