Everyone pretends
to be a Boss, in fact, there is only one BOSS in the selling industry and that is
The Customer. He can destroy a whole business within a fraction of time. Everyone is here, just to sell, sell, and sell. ‘NO’ is the most painful word in the world
except for salespeople. Say ‘YES’ to the word ‘NO’ if you want to succeed in the selling industry. Don’t stop when a prospective customer says ‘NO’ to your product.
Successful salespersons can change the prospects into permanent customers.
“Top salespeople understand they must
learn to feel comfortable doing uncomfortable.” –Tim Sales
The list of
skills of a good salesperson to turn ‘NO’ in ‘YES’ is rather big. It involves
on the field and off the field skills. The following are some important fields
(in market) skills.
1. Identify the goal of your company
The first skill is to identify your own aim with targets of working.
Also, your company’s goal identification is the most important thing. You have to
set your strategies as per that.
"Setting goals is the first step in turning the invisible into the visible." -Tony Robbins
2. Rapport building
Believe in yourself and about your product also. Using
perfect words builds a bridge between you and the customer. If you know customers'
names then call them by name. Make them speak. Use words like Hi, Hello, How are
you? What do you do? This makes them speak.
“Rapport is the ability to enter
someone else’s world. To make him feel that you understand him, that you have a
strong common bond.” -Tony Robbins
3. Start with positive
words
Always use positive words. Make them feel like WOW, YES,
THANK YOU. Always smile and move your neck very delightfully in a positive way. For example use sentences like
- Wow sir very nice fragrance.
- This is proving a very fine season.
- Your son got very nice marks.
- Your door is very nicely decorated.
- Your watch/ mobile is very smart.
If you use negative words like Terrific raining today,
Traffic is making me choked. Then mostly you will hear NO to your products
also.
4. Encourage them
9 out of 10 people are bored by hearing weaknesses about
themselves so surprise them by praising them. Everyone likes appraisal so
encourage them like this
- Wow great cleanliness, tell me something about keeping the place so clean.
- You have achieved your target, keep it up.
- Ohh..you are very punctual, people will definitely like it.
Start this habit
from your home by encouraging your near ones. Transfer your enthusiasm to them.
5.Eye contact
An eye can speak a lot. Those who are dumb though they speak
with hands and eyes. While speaking keep eye contact. Following are some
interesting tricks to keep eye contact-
- If the customer is doing something on mobile then say hello or make a cough sound.
- If you show a visiting card and the customer keeps looking at that card then show him some calculations or broachers or danglers.
- At some point, the customer keeps looking at your finger on that broacher then raise your finger slowly towards your eye level.
- Don’t look at your product again and again.
6. Copying
Directly catch customer's minds with coping with his behavior
and style. This will make you more favorable and attractive. If he is standing
you have to stand, if he is an officer type of person then you have to be formal,
etc. Try to catch him with his point of interest.
“Talk to someone about themselves and they'll listen for
hours.”
― How to Win Friends and Influence People
― How to Win Friends and Influence People
7. Assurance
Understand the exact need of the customer and guarantee him that either
your product will
i) Solve
their problem or
ii) Save precious time/ money or
iii) Minimize
their work or
iv) Will
provide a better experience or
v) Minimize
their bad habit/ weakness or
vi) Increase
their financial benefits or
vii) Give
more future prospects and security or
viii) Could be
the best gifting option or
ix) Could be
a best deal/ offer, or
x) Will flourish
a new partnership with them
In short, assure them that your product will satisfy their
need completely. Also, promise them about further best service.
8.Speed of voice/ pitch
By analyzing his pace and tone of voice it's your responsibility
to catch it. Don’t speak fast if the customer is slow. They have to understand
your communication.
9.Reporting
Once sales are done, reporting is essential for you, your seniors, and your company. It will also be used as a reference for the next deal with the client.
Follow the proper way of reporting. After all, this helps you to raise at the top.
"There is always room at the
top." -Daniel Webster
Conclusion
Learn from others' mistakes and apply all skills to hear 'YES' from your clients. As you get experience, marketing will be very interesting, you will just love it.
Learn from others' mistakes and apply all skills to hear 'YES' from your clients. As you get experience, marketing will be very interesting, you will just love it.