– understand how to sell effectively
– learn the difference between up-selling, cross-selling and down-selling
– discover the art of social selling
The trait that sets a professional salesperson apart from an amateur is that a good salesperson can sell anything.
Why? Simply put, the basic principles of good sales are the same regardless of what you’re selling.
Thus, you must practice everything from voice tone to body language (maintaining eye contact) to how to close the sale after making your pitch.
Here are some tips to help you improve your selling skills:
For instance, if you are a real estate agent, people hire you to help them sell or purchase a house. Becoming a sales professional means understanding the simple needs of your customer before you even interact with them. There are much more complex components of the sales process as well, but it all starts with an understanding of the customer’s basic need.
One of the most profound realizations you can make as a sales professional is that you are providing a service to others. Your main task is to guide customers along a path to find a solution.
Like learning your customer, this is a critical step that you must accomplish before ever interacting with a potential client. If you fail to complete this step, you risk your own credibility and more importantly, the chances of closing the sale are very slim.
As a sales professional, you must keep in mind that your primary goal is to be a product expert capable of making sure your customer feels confident in you and the product.
Whether you are working with customers in a retail setting, a business environment or over the phone, the basic rules of communication are always the same.
Companies that excel at upselling are effective at helping customers visualize the value they will get by purchasing a higher-priced item.
For example: Have you ever been to McDonald’s and ordered a 300ml Coke, only to hear that for 30 cents more you could get a 500ml Coke instead? That’s up-selling.
– Put the price into perspective.
– Keep your options open. Don’t oversell the more expensive product as someone may be on a tight budget.
Cross-selling identifies products that satisfy additional, complementary needs that are unfulfilled by the original item. For example, a comb could be cross-sold to a customer purchasing a blow dryer.
Often, cross-selling points users to products they would have purchased anyway. By showing them the right product at the right time, it ensures they make the sale.
Cross-selling is prevalent in every type of business. Credit cards are cross-sold to people registering for a savings account, while life insurance is commonly suggested to customers buying car coverage.
– Always offer more than the customer is initially looking for.
– Offer a package deal if they buy something else as well.
– Don’t put too much pressure on the customer: after all you want them to come back.
Upselling is the practice of encouraging customers to purchase a comparable higher-end version of the product in question, while cross-selling invites customers to buy related or complementary items.
Upselling and cross-selling are mutually beneficial when done properly, providing maximum value to customers and increasing revenue without the recurring cost of many marketing channels.
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This technique is used when the customer, for some reason, decides to back down from the purchase. In this case you can offer him a cheaper product, which has a higher chance of being accepted. The goal here is to acquire a customer, even if you will not profit as much right away.
– Try and make it sound as if there is not much difference between the two products.
– If you haven’t got a cheaper version, try and sell them something else.
Since social buying is becoming increasingly common, why wouldn’t you want to be where most of the decision-making process is happening? This is where social selling comes into play.
The immediacy of social media can help you actively communicate with accounts, and monitor your prospects to look for opportunities that signal when it’s a good time to reach out.
Social selling helps you connect to your prospects and remain relevant by creating and maintaining relationships.
1) Identify your target, and which social media platforms they use.
2) Create a professional brand. You need to be both knowledgeable and approachable.
3) Create original content as well as sharing complementary content from other trusted sources to affirm your credibility.
4) Engage your audience. Positioning yourself as an industry expert and interacting with your target will keep your services at the top of mind.