Sell Anything To Anyone
Don’t you find yourself always being convinced by a salesman to buy something you don’t need? Would you like to have the ability to sell anything to anyone? The ability to do sales is not a talent, but they are skills, and yes, they can be learnt. The best salesmen in the world didn’t start off that way, they learnt from the basics, which I will describe in the following.
Every salesman will have bound to face rejection from people. The will for an aspiring salesman to keep on improving has to come from his or her own self. Even though there might be a manager or supervisor overseeing your performance and your abilities, but you shouldn’t rely on external forces to push yourself to improve as much as you can.
Stay motivated, make it a point to develop your sales skills, work on your sales pitch, or learn more about your products being advertised.
A good way to build self-motivation is to set smaller, achievable goals throughout the week. Lets say you have to make 1,000 sales. It might seem like a daunting figure, and almost near to impossible to accomplish in a short term scale, so therefore you should divide your final goal into smaller goals, like 50 sales a week.
Stick to it long enough and you will find yourself getting closer and closer to your goal. After accomplishing your weekly goals, be sure to promise yourself a reward. Rewards can be simple ones like eating your favourite food, or watching your favourite show. The key is to pick something you really enjoy or want it so badly that you’ll find it worth it to reach your goals.
Aside from building good relationships with your customers, it’s also important to build good relationships with the people in your personal life. Not only does it expand your social circle, it also helps to develop a strong network of contacts, which in turn will help you get better prospects than if you tried to manage it by yourself.
The law of six degrees of separation states that: Everyone and everything is six or fewer steps away. Simply put, it means that anyone on the planet can be connected to any other person through a chain of friends that needs no more than five intermediaries (the people in between the link of you and your targeted person)
An example of a strong network is that, you’ll be able to enter exclusive associations that cater to sales professionals, or perhaps your contacts will provide you with referrals from their friends, etc.
All skills or abilities that are learnt are based on persistence. If you’re the type to give up easily, or have no confidence at all in your abilities, then you will never be able to attain your goals.
As you approach customers, you are sure to be faced with rejection. Some people will definitely say ‘no’ to you. This is where persistence comes in.
Every time you hear someone say ‘no’ to you, remember to not take it personally, or it will burn you out very fast. When someone turns you down, usually they have their own reasons, and it’s not because of you. Maybe he is having a bad day, or he is rushing somewhere, or he’s just simply not interested in the product.
Another way to reframe the situation is that, they just saved you a whole load of time and effort in persuading someone who’s not interested at all. That gives you more time to find another customer! These happen to salesman very often. Just remember that they are rejecting your product, not you.
Self-confidence doesn’t just end at persistence. More importantly, you have to believe in yourself, and also your product. As you project your confidence, your customer will naturally be more inclined to believe it too.
You’ll find that most salesmen are naturally talkative. That’s a good skill to have, but that’s no way as important as the skill of listening. Aside from trying to convince your customer on the benefits of your product and how your product is better than the competitor, take some time to really understand what your customer is thinking.
Listen to their answers as to why they are hesitant to purchase your product, and it will give you a closer idea of their reasons.
Active listening does 2 things for you. First, you put yourself in the customer’s shoes and will be able to use the clues they give to close your sale. Next, you show respect towards your customer and thus helps build rapport between the 2 of you.
A common problem regarding active listening is when you hear something interesting and your mind immediately plans a reply to respond to what you’ve heard. As you are thinking of your reply, you are in fact ignoring everything else the customer is saying.
To cultivate the habit of listening, the next time you are with a customer, ask an open-ended question, and force yourself to be quiet for at least a minute. Fight the urge to say something and really listen!
To successfully close a sale, you’ll need to be able to convey the good emotions of the benefits to the other party. This is the skill that will allow you to make your customer imagine how good it will feel to own the product, and how much of a difference it will make to their lives.
A basic sales training will state: ‘features tell, benefits sell’. The features of a product will be the most basic attribute, and benefits will be what your customers will get out of it. Features are fact based, while benefits are emotions based.
Lets say your product is a computer. A feature will be the number of programs it can run simultaneously at one time. A benefit will be the amount of time and effort you can save by using a computer to automate all your work.
The benefits should be matched with the feature of the product and the customer’s needs. This relates back to the listening skill, where you have to find out what your customer actually wants.
For our example, most people in today’s society are too busy doing work and find that they do not have much time for themselves. So the benefit can be that by automating their work with multiple computer programs, they will be able to free up more time in their schedule.
Prepare your benefit statements and use them to your best advantage. Really take some time to come up with some benefit statements for each type of benefit, and you’ll find that you can respond to customer’s needs easily.