How to sell a product or a service
A good product or service salesperson must know perfectly what he/she is selling, believe in it, establish a relationship with the customer, understand or create his/her need, answer objections, close the sale, follow up but also make his/her offer known on social networks. Use an simple CRM For most sales, but not all, you have […]
A good product or service salesperson must know perfectly what he/she is selling, believe in it, establish a relationship with the customer, understand or create his/her need, answer objections, close the sale, follow up but also make his/her offer known on social networks.
Use an simple CRM
For most sales, but not all, you have to use a good customer relationship management tool, which is calle CRM. There are lots of CRM on the market, most are complicated and prevent you to sell. Find CRM that is easy and simple to use, that maximises your time to sell and help you be better than your competitors. The best CRM for that is by far Actionclient, you can try its free version first.
Know your product or service
The first step for a salesperson is to get to know what he/she is selling, i.e. the features, benefits, price and options available to the customer. To sell well you have to be able to advise the customer on the right purchase, and the only way to do that is to know what you are selling. There are many ways to know our product, the best way to do this is to use the product or service you are selling in order to know its strengths, weaknesses and use.
Be convinced
All good salesmen say it, you can only be convincing by being convinced yourself. If not, change the product to sell, or change jobs! A technician is not always the best salesman, he knows his product well, but so well that he often sees its defects more than its qualities.
Establish a relationship with the customer
The best sales techniques will be useless if you are not able to establish a relationship of trust with your customer, especially if you sell services and intangibles. For example, we know that a financial advisor must sell himself to sell the service of his institution. The relationship can be built in different ways, by finding common ground, an anchor, or simply by getting on the same page with the client. All good salespeople say that this is a key point, but it is difficult to define; you have to adapt to the customer’s personality.
Respect the stages of the sale
Sales methodes may differ, but the steps of the sale remain the same, you must know:
- Make contact with your customer
- Discover his needs
- Reformulate his request
- Propose the right product or service
- Answer the customer’s objections
- Conclude the sale
- Follow up on the sale
- Spreading the word on social networks
Try to find or create the need
It is impossible to sell if the customer does not have a need. You must therefore try to find or even create the need if the customer does not perceive a need at first. You must discover the problem without using the word “problem” because this could offend your customer. A problem is a gap between the current situation and the desired situation. It is therefore necessary to discover his current situation and show him that he can have better. Only then can you present your product or service and show them that it is the best solution to improve their situation.
Respond to your customer’s objections with conviction
Any interested customer must have objections to secure himself before making a purchase. You must answer the the customer objections with conviction and even, if possible, use them to discover your customer’s real motivations or blocks and answer them, which will make the sale easier. You also need to be prepared to deal with objections and attacks from difficult customers without being demoralized.
Closing the sale
You can make a perfect sale but you will never sell your product or service if you don’t know how to close the sale. If you let the customer think about it, you may have worked for another salesperson who will take advantage of your efforts and cash in on the sale. Closing a sale requires being assertive and always assuming the customer will buy.
Follow-up and customer service
Repeat customers are where the money is made, so you would be remiss if you did not follow up and provide excellent customer service. This allows you to do several things: check if they are satisfied, ask for referrals, find out if they have other needs and show them that you are there to help them. To do this, you must use a customer relationship manager (CRM)
Ensure a presence on social networks
The role of salespeople and representatives has changed and goes beyond simple customer relations. They must now make their company’s products and services known on social networks, and make them shine on the net.
The best CRM for me
CRM is at the heart of the work of salespeople and representatives, so let’s look at the different options you have. No CRM Except in some businesses or stores, this is not a viable option for a serious salesperson. The best CRM allows you to : A salesperson who speaks well but is not organized […]
How to sell a product or a service
A good product or service salesperson must know perfectly what he/she is selling, believe in it, establish a relationship with the customer, understand or create his/her need, answer objections, close the sale, follow up but also make his/her offer known on social networks. Use an simple CRM For most sales, but not all, you have […]