Selling a product doesn't have to be difficult. Basically, a sales program is defined by what you sell, to whom you sell it, and how you sell it. For the rest, sales need to stay focused on product and customer details. As the sales program continues, you will still need to pay attention to changing trends and customer needs or wants. By observing these changes, you will be able to adapt your sales program and keep it strong.
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Part 1 of 3: Showing Interest in Products
Step 1. Learn about your product
If you can demonstrate knowledge and answer customer questions, they will understand that you really care about the product. If you realize that the product is valuable, the customer will likely think the same.
It is very important to know the inside and outside of your product. If you don't know something the customer is asking, try saying something like “I don't know the exact answer, but I'd love to find out and get back to you soon. How can I contact you if I already know the answer?”
Step 2. Emphasize the benefits of the product to consumers
Just like getting good product information to the right people, it's important to turn product characteristics into benefits. This makes it easier for consumers to know how they should buy the product. Think of things like:
- Does the product make life easier for customers?
- Does the product create a sensation of luxury?
- Is the product something that many people can enjoy?
- Is the product something that can be used for a long time?
Step 3. Ensure that the product is adequately described
If you're not doing direct person-to-person sales, you need to ensure that good product information is conveyed through product packaging, promoted products, and other marketing tools. Even if you sell products directly or create promotions, having good product information on the products being sold will help you convince customers.
- Ensure that all product information is informative, correct and complete.
- Make sure the language on product packaging and marketing tools is clear, direct, and easy to read.
- Invest time and money to make sure that your products, packaging, and marketing tools look great-high-quality photos, vibrant colors, and so on.
Part 2 of 3: Connecting with Buyers
Step 1. Share your love for the product
Good salespeople love the product they are selling and share this interest with their customers. There are a number of ways to show love for your product.
- Don't ignore body language and tone of voice. You'll show energy and interest if you talk about the product clearly and express yourself when you talk about it. On the other hand, if you mumble when a customer asks about your product or fold your arms across your chest, you seem distant and don't care about the product.
- Be prepared to discuss how to use the product or how other satisfied customers have it. Product specific stories will be important to customers. For example, if you sell shampoo, you might say something like this to your customer: “My hair is usually frizzy, but since I started using this shampoo, my hair has become as soft and straight as it is now.”
Step 2. Anticipate customer motivation
. You need to answer any questions customers have about the product, but more importantly, you need to anticipate those questions. This shows that you understand the customer's needs. Make sure you can connect with customers emotionally by focusing on those needs.
- Think about the type of customer. What motivates them? What needs do customers have? Are they young? Bachelor? Rich? Do they have a family?
- If you already have an idea of your customers, think about how your product can help meet their needs or achieve their wants.
Step 3. Practice breaking the ice with the customer
If you're doing direct sales, it's how you connect with people that matters. Instead of asking closed questions “Can I help you?,” ask more open and positive questions like “Are you looking for something for yourself? Or are you looking for a gift for that special someone? Also, be prepared to make comments about products that will grab the customer's attention and start a deeper conversation. For example, if you are in the clothing business, you might say: “You know what, unique sweater costume parties at Christmas are very popular right now. Have you ever been to a party like that?”
Step 4. Turn customer motivations into product characteristics
In marketing, this is known as “positioning”, i.e. linking the product to customer expectations and wants. A number of factors become important when positioning a product::
- Position the product in an achievable marketing chain. Don't oversell or undersell the product in terms of affordability and luxury.
- Position the facts about the product according to the people you want to buy your product from. You may have slightly different facts, but it depends on your ability to recognize which of these facts is best to present for each sale.
- Don't manipulate facts or lie outright. Product positioning is about perception, not deception.
- Position the facts so that they transcend the product itself. This means the desired positive value associated with the product is what it sells for. Companies that exaggerate facts include Coca Cola, Apple, and various designer goods and labels. Think about how the product will relate to a customer's lifestyle or value rather than simply serving a function.
- For example, if you're trying to sell a relatively expensive minivan to a wealthy parent, you could mention its luxury characteristics. Do this by saying: “Look at the wooden decorations-it's beautiful. And that soft leather chair--very comfortable. It's all perfect for riding at sunset.”
- However, if you are trying to sell the same minivan to a family of three, you can emphasize a more useful characteristic. For example, you might say something like: “The third seat can add more space to bring your friends. The chair can also be folded if you need space to place your groceries, sports equipment, and so on. And did I mention that the side airbags and anti-jam brakes are up to standard?”
Step 5. Be honest with your product
Your long-term product enthusiasts will emerge if you are honest with them. This means being transparent in the delivery of product information and also acknowledging your lack of knowledge or mistakes. Don't be afraid of honesty; This attitude can build trust.
- If you are unable to answer a customer's question or provide what they need, offer to follow up, as soon as you can.
- Make sure customers know they can see you later if they have questions or complaints.
- If in the end the product isn't right for a customer, be honest and help the customer find what he really needs. Even if you don't make sales today, your honesty and kindness will be remembered and could turn into sales later.
- For example, if you sell a sports car to a customer who tells you he has five young children, he drives them to school every day, you might say something like this: “Then you'd better have a nice minivan or SUV. But if you're looking for a used vehicle, come back and talk to me, I'll help you get a good deal.”
Step 6. End the sale
There are various models and ways of ending a sale, but one of the most effective has an abbreviation, ABC: "Always Be Closing." When you confirm a prospective buyer's interest in your product, propose a trial sale closing such as, "Does this sound like the product you want?" or “So what do you think? Does this product meet your needs?
Step 7. Give the customer time to think
Looking very pushy will be annoying to most buyers. They may want to go home and do an online search for more information. Let them do it by remembering the promotion you did enthusiastically and helpfully. If you are honest, helpful, understanding, and enthusiastic, and the information you provide matches what they read online, they will come back to look for your product.
- Sometimes, letting the customer take the initiative will pay off. Give them time to think and be quiet when they think. Provide more information if they ask for it.
- Don't let a customer walk away without knowing how to contact you. If you work in a store or website, make sure that customers know how to see you again (especially if you move around). Be sure to tell the customer something like “I'll be at the store if you need me,” or “ask the customer service staff to call me with any questions.”
- You can also provide your customers with contact information so they can contact you if they have questions or ask for more information. Give me your business card or other contact information and say something like: “Call me anytime if you have any questions and you can also find me in this store on weekdays.”
- Use instinct. If you think a customer is going to buy, stay near him without disturbing him. You want those customers to be able to find you quickly. The last thing you don't want, of course, is a potential buyer who decides to buy, but can't find you.
Part 3 of 3: Increase Sales
Step 1. Identify all the aspects involved in selling the final product
Advertising, promotion and marketing are support functions for sales. Selling is the goal of these support functions and good service staff need to have a proper understanding of these aspects.
Read books on marketing. These books will provide information on various advertising, promotion, and marketing tactics and techniques
Step 2. Market your product
It is important that product information is available in as many ways as possible. Today, a variety of potential placements have increased good deals thanks to advances in communications. Provide as many places as possible for potential buyers to find out more about your product in various ways such as:
- Information by word of mouth
- Advertising (radio, TV, print media, email, social media, online advertising, etc.)
- Sales representative
- Trade fair
- Conference
- Telephone sales
- Product placement in cinemas, sports activities, and so on.
- Local community events (for example, donating products to auctions that benefit local residents will draw attention to the product and be a good source of sales)
Step 3. Evaluate sales execution
You should analyze sales regularly. Are product sales going well? Is the stock a little or a lot? Is it making a profit? How are competitors selling? Being able to answer these questions will help maximize sales and keep growth steady.
Step 4. Find solutions to sales problems, if necessary
If sales aren't good, you need to find a solution. Increasing sales requires reviewing the product, customer base, and marketing.
- Change tactics regularly. If customers hear the same sales routine over and over again, or see the same product coming in and out every month, your product is starting to seem irrelevant.
- Consider removing a product from your collection if it's not selling well. Stock items can be sold at discounted prices to spend them.
- Evaluate the target market and sharpen the sales focus. Buyers may change and you need to stay in touch with them, otherwise they will be looking for new markets.
- Re-evaluate product design, distribution, packaging, and so on. Tailoring the product to the target market and sales strategy can increase sales.
- Change the product price. By studying your competitors' sales and sales data, you can find out if the price of a product is too high or too low.
- Make sure your product is exclusive or available only for a limited time. Sometimes, controlling the supply of goods in this way will increase demand and sales. However, make sure these tactics work with your overall sales strategy. If you're marketing a product that's perfect for everyday use, then it probably won't work to market it exclusively.
