Basic Salesmanship should bring the prospect more than a product or service, this should offer them a solution to their problem.
Are you selling something but do not know where to start? What to do and how to go about the selling process? Here are 10 Things to know before, during and after selling your product.
- Know your product – First and foremost lesson one needs to understand is: we need to know our product inside and out. Prospective customers, especially in this day and age, are more intelligent than they were 30 or 40 years back. There are times prospects would know more than you especially if what you are selling is “trending” somewhere on the internet, or if it has its own “hashtag”. Thing is before even thinking of offering your product, memorize, understand and sell your product to yourself. Find the “Unique Selling Point” of your product or why similar products would fail, or would not live up to par.
- Believe in your product – This takes more than just conditioning your mind. You have to think and feel that your product is great. Believe that your product is the solution. Most prospects think that when you present your product to them, unless you can convince them how great your product is, your product is just an expense to them. You cannot convince other people to like your product if they feel that you yourself do not.
- Always be confident – Prior to selling or going out to sell, you must train your mind, by literally reviewing everything about the product in you mind. Knowledge always play a factor when we sell something. Full knowledge about the product helps build up our self-confidence.
- Benefits to your client – List down the benefits of the products to your prospects. Belief in your product is one thing, benefiting your client is another. Most prospects will get into the cost of your product especially if the price would run into the thousands.
- Never disagree with your client – the formulae that old-school sales people apply to client objections or disagreement is this : Agree to Disagree. An great example of this would be: “I agree 100% with you sir, But.. (then give your reason..). Make prospects feel good by agreeing first. Then in a light way, you explain why you think the product would be more of a benefit than an expense.
- Never undershoot on your promises – When you have closed the sale, and you commit certain things like delivery time. Even if you know delivery can be done within the day, tell the client that the very delivery of their purchase is from this afternoon till tomorrow morning. If you deliver it this afternoon, the client would be happy because it would seem you prioritized or expedited their delivery. If, on the other hand, there were some delays and you delivered tomorrow morning, you are still safe and well within your promise.
- Never offer a discount – especially if the prospect doesn’t ask for it. Remember, each peso that you did not offer as a discount always come back to you or your company as income which could translate into profits. Another reason for not offering a discount outright is, if you believe in your product and if you believe in its worth. Then stick to your price.
- Never, ever judge a book by its cover – Clients come in different shapes and sizes. We must learn to read certain buying signals. Not all impertinent client questions are such because a prospect just wants to show-off. Then again, not all seemingly innocent questions or boisterous declarations by your prospect may be bad.
- Talk to your prospect – Hard selling almost always never works, especially in the Philippine setting. We normally do not want anyone following us pestering us to buy something. Even the greatest sales persons talk to their prospects. Being such, it would always help to talk to your prospect or client about things that are not related to what you are selling. It helps take away the uneasiness of the prospect. Especially if they do not know you. You can try breaking the ice by noticing a trophy, a painting or the prospects’ excellent office furnishings. Most prospects and customers are at ease when we talk to them
- Always ask for referrals – Whether you get the sale or not, it does not hurt to ask for referrals from the person you’ve just sold or tried to sell your product to.