04 Jul 10 Art of Selling

Selling may apparently appear to be a convincing and pushy act, but in real term it’s an art. Not everyone can sell things. Donning the cap of salesman might sound easy, but real challenge of salesman lies in selling product to the person who doesn’t need it. Can you sell hair shampoo to a bald man? There lies the challenge of salesmanship. You may not be a born salesman, but you can learn the tricks of selling and transform yourself into a good salesman.

Closing of sale

Closure of sale follows lined up ‘yes’ es. So make sure you grab attention of the prospect right from the beginning, take him or her along the convincing course to the final action point ‘yes’. Sales process also works in this sequence – AIDA (awareness, interest, desire, and action). Show the reason of purchase, benefits of the product. A series of ‘yes’ will ensure the ultimate big ‘yes’.

Price

Don’t give unnecessary discount at time of slow down of economy or otherwise. Heavy discount shows desperate attitude of salesman to close sale. Discount affects consumers’ attitude towards the brand and they consider discounted price to be brands real worth. Offer a discount only when it’s needed and when you can change perception of your customers towards the brand. A skilled salesperson understands need of the customer. Even if you offer discount, don’t make the offer available for long time. If customer asks for discount or complaints about too high price stay alarmed and ready with answers and logic. Holding on price in slowdown economy is required. Maintaining price integrity is slowdown economy is a sure winning strategy.

Knowledge

Knowledge of product, target audience, promotional offer, competitors, product positioning, and price are vital. These should be on finger tip of the sales person.

Power of words

Mastery of words, command on language, persuading words, warm words, convincing words, genuine approach – are integral part of salesmanship. Sound true, wise, and pleasing. Winning trust is very important.

Bring the leader inside you out

Good salesman not only listens, but also talks, convinces and leads. Pro-active, confident salesman inspires customers, instills confidence in them, and helps in arriving final decision. Leadership quality helps in developing long term business relations.

Just follow these few tips and turn into a better salesman.

Tags: Aida, Attitude, Bald Man, Closure, Consumers, Desire, Finger Tip, Hair Shampoo, Knowledge Knowledge, Logic, Long Time, Perception, Price Integrity, Product Positioning, Right From The Beginning, Sales Person, Salesmanship, Salesperson, Slowdown, Target Audience