Sales Person Selling Tips
Ranked #2,138 in Business & Work, #88,247 overall
How to Sell
Anyone who has worked in a sales environment of any kind will know how much your sales skills need attention to stay sharp, current, and of course effective.
This lens is going to discuss various retails sales tips, but this information can be applied to any kind of sales related job.
We are going to look at selling tips such as, closing lines, presentation strategies, positioning, qualifying, leading, and other sales skills.
We will give 3 tips for each.
This lens is going to discuss various retails sales tips, but this information can be applied to any kind of sales related job.
We are going to look at selling tips such as, closing lines, presentation strategies, positioning, qualifying, leading, and other sales skills.
We will give 3 tips for each.
Product knowledge.
1) Stay current on your product lines.
Take time each day to walk around your place of business and research what kind of products you have available when you start your day.
Take a look to see how many of your top selling items you have in stock and see if any new items have arrived in stock.
2) Select "Go to" items.
A "Go to" item is a product that you have a particular personal interest in and is also a product that sells on a regular basis.
You select an item like this and learn as much as you can about this item because you should ensure you become an "expert" on this item. The reason is simple. You have selected an item you have an interest about, and therefore will have an enthusiasm about the item that will be passed on to the customer and put them in a "buying mood".
Of course, you should select an item that is popular because this further increases your chances of making a sale of the item.
Your enthusiasm and strong product knowledge will reinforce your store and its brands, which certainly helps when it comes to building customer trust.
A trusting customer is more likely to purchase.
3) Become a jack of all trades.
Learn as much as you can about all your brands and items.
Granted, each company has products that are far more popular than others, but companies generally only stock products that are likely to sell and have a good projected sales estimate. The more you know about a broader range of products, the more chance you have of making successful sales presentations that result in purchases.
Take time each day to walk around your place of business and research what kind of products you have available when you start your day.
Take a look to see how many of your top selling items you have in stock and see if any new items have arrived in stock.
2) Select "Go to" items.
A "Go to" item is a product that you have a particular personal interest in and is also a product that sells on a regular basis.
You select an item like this and learn as much as you can about this item because you should ensure you become an "expert" on this item. The reason is simple. You have selected an item you have an interest about, and therefore will have an enthusiasm about the item that will be passed on to the customer and put them in a "buying mood".
Of course, you should select an item that is popular because this further increases your chances of making a sale of the item.
Your enthusiasm and strong product knowledge will reinforce your store and its brands, which certainly helps when it comes to building customer trust.
A trusting customer is more likely to purchase.
3) Become a jack of all trades.
Learn as much as you can about all your brands and items.
Granted, each company has products that are far more popular than others, but companies generally only stock products that are likely to sell and have a good projected sales estimate. The more you know about a broader range of products, the more chance you have of making successful sales presentations that result in purchases.
Positioning.
1) Select your position on the sales floor for optimum traffic.
Obviously the main door is going to be traffic heavy, but most customers do not like being ambushed as soon as they walk in. Learn your products as advised above and position yourself near items that are likely to be traffic magnets. Be aware of the fact that such items will also attract groups of sales people with the same idea. If this is the case, move away to an item or area that has steady traffic but less sales people. Groups of sales people gathered in an area deter customers like a pack of wolves gathered in an area deter a deer.
2) Always be facing the flow of traffic.
Too often a sales person will turn their back on the flow of customers so they can chat with co workers or complete one task or another.
If you are caught up in a task such as restocking a product etc, then make sure you are able to leave the task quickly if need be. Do not have too many items scattered around that you can not leave quickly if you need to approach a customer.
If you are talking to a co worker about something, pay attention to the traffic and be ready to drop the conversation if a customer becomes available.
3) Be aware of positioning to co workers.
Every place of business has employees that enjoy chatting the day away instead of trying to make sales. Avoid these people and stay aware of the floor. You will make sales by talking to customers, co worker conversations are unlikely to pay commission I am sure you will agree.
Obviously the main door is going to be traffic heavy, but most customers do not like being ambushed as soon as they walk in. Learn your products as advised above and position yourself near items that are likely to be traffic magnets. Be aware of the fact that such items will also attract groups of sales people with the same idea. If this is the case, move away to an item or area that has steady traffic but less sales people. Groups of sales people gathered in an area deter customers like a pack of wolves gathered in an area deter a deer.
2) Always be facing the flow of traffic.
Too often a sales person will turn their back on the flow of customers so they can chat with co workers or complete one task or another.
If you are caught up in a task such as restocking a product etc, then make sure you are able to leave the task quickly if need be. Do not have too many items scattered around that you can not leave quickly if you need to approach a customer.
If you are talking to a co worker about something, pay attention to the traffic and be ready to drop the conversation if a customer becomes available.
3) Be aware of positioning to co workers.
Every place of business has employees that enjoy chatting the day away instead of trying to make sales. Avoid these people and stay aware of the floor. You will make sales by talking to customers, co worker conversations are unlikely to pay commission I am sure you will agree.
How to Have a Successful Career in Sales
Visit Amazon.com and take a look at the new sales skills manual that sales people are raving about.
Learn about topics including........
How to deal with "Just Looking"
Types of co workers including "Sharks" and "Cherry pickers"
How to qualify your customer early in the sales presentation and match product to financial capability.
How to deal with discounting and add on sales.
How to read a customers demeanor.
Types of customer you will encounter and how to deal with them.
How to build a clientele portfolio that you can earn from time after time.
This and much more are contained in the sales training manual that some sales people are now calling their sales bible.
Take a look at How to have a successful career in sales now.
Qualifying.
1) Learn to qualify your customers buying power in conversation not by appearance.
"Never judge a book by its cover"
This is really true when it comes to customers. Just because a customer looks wealthy does not mean they are able or willing to buy and just because a customer does not look rich it does not mean they are not able or willing to make a purchase.
Not everyone goes shopping dressed in their best clothes and wearing high end watches or jewelry. Most people go shopping with a debit or credit card with them. That is the end result of every sale. It is your job to convince them to use it.
2) Qualify desire to buy with direct questions.
Thread lines into your presentation conversation such as,
"What occasion are we shopping for today?"
"So is this item top of your shopping list today?"
3) Qualify ability to buy with indirect questions.
Casual, friendly conversation in the presentation works best for the following
"So how's business for you these days? Going good? What do you do by the way?"
(Know their job, know their rough income, estimate purchasing power)
Qualifying is important. It can save you time and also help you match product to customer potential purchasing power.
"Never judge a book by its cover"
This is really true when it comes to customers. Just because a customer looks wealthy does not mean they are able or willing to buy and just because a customer does not look rich it does not mean they are not able or willing to make a purchase.
Not everyone goes shopping dressed in their best clothes and wearing high end watches or jewelry. Most people go shopping with a debit or credit card with them. That is the end result of every sale. It is your job to convince them to use it.
2) Qualify desire to buy with direct questions.
Thread lines into your presentation conversation such as,
"What occasion are we shopping for today?"
"So is this item top of your shopping list today?"
3) Qualify ability to buy with indirect questions.
Casual, friendly conversation in the presentation works best for the following
"So how's business for you these days? Going good? What do you do by the way?"
(Know their job, know their rough income, estimate purchasing power)
Qualifying is important. It can save you time and also help you match product to customer potential purchasing power.
Sales Presentation Strategies.
1) Always get your customers to use as many senses as possible.
You should aim to dominate at least 3 of your customers senses during a sales presentation.
Touch.
Get the item into your customers hands. Let them hold the product, press the buttons, try it on, what ever your product involves as far as the touch sense is concerned.
Sight.
Let the customer look at the product. Show them things about the product. Stop their sight straying away from you and towards the door.
Hearing.
Talk to the customer, explain features and benefits. If the product has sound, or clicks, or beeps, anything to dominate the hearing sense.
2) Use features and benefits to instill value in the product.
Mention every feature possible and back each one with at least one benefit. Show how the item is useful and beneficial to own. Create customer desire in the product. Make it seem like a bad idea NOT to buy the product today.
3) Know when to talk and when to listen.
After stating your case for the product let your customer have chance to mention any concerns or reservations that may prevent a purchase so you can counter them as soon as possible to stoke the fire of enthusiasm.
You should aim to dominate at least 3 of your customers senses during a sales presentation.
Touch.
Get the item into your customers hands. Let them hold the product, press the buttons, try it on, what ever your product involves as far as the touch sense is concerned.
Sight.
Let the customer look at the product. Show them things about the product. Stop their sight straying away from you and towards the door.
Hearing.
Talk to the customer, explain features and benefits. If the product has sound, or clicks, or beeps, anything to dominate the hearing sense.
2) Use features and benefits to instill value in the product.
Mention every feature possible and back each one with at least one benefit. Show how the item is useful and beneficial to own. Create customer desire in the product. Make it seem like a bad idea NOT to buy the product today.
3) Know when to talk and when to listen.
After stating your case for the product let your customer have chance to mention any concerns or reservations that may prevent a purchase so you can counter them as soon as possible to stoke the fire of enthusiasm.
Closing Lines
1) Know when to use a closing line.Look for buying signs and try a closing line at a moment you think best.
Buying signs include....
The customer constantly paying attention to one product. Picking it up, handling it, asking questions about it.
The customer reffering to the price more than once and pausing in thought after all the features etc have been described.
The customer tuning you out and focusing on the object.
Closing lines include.....
"Do you want me to start the paperwork on this now?"
"Shall I have this wrapped for you?"
"Cash or card today?"
2) Dont let one "No" be the end of the matter.
If the customer refuses your first closing line but is still in front of you and inspecting the product, you are close but not quite at the purchase point. There is a reservation or concern stopping them, but enough desire for the product to keep them in front of you. Ask them.
"So what's holding you back today? Is there a concern i can address or a question i can answer?'
"You obviously love this item. What is your reservation that is stopping you from buying?"
3) Know the difference between soft closes and hard closes, and when to use them.
Some customers need a push to buy, others hate feeling pressured. Learn from experience to base your closes upon the personality type in front of you.
Selling tips
If you want to learn how to sell in more detail, then you should definitely buy the sales training manual How to have a successful career in sales from amazon.com
This book will teach you sales skills and cover topics such as
How to deal with "Just Looking"
How to read a customers demeanor.
Types of customer you will encounter and how to deal with them.
How to qualify your customer early in the sales presentation and match product to financial capability.
How to deal with discounting and add on sales.
Types of co workers including "Sharks" and "Cherry pickers"
How to build a clientele portfolio that you can earn from time after time.
This is the sales training manual that some sales people are now calling their sales bible.
Available on KINDLE--PC--IPAD--IPHONE--BLACKBERRY--ANDROID----From amazon.com
How to have a successful career in sales
Be sure to visit my blog!
Visit my home page and find more articles and sales tips.How to make sales
Related Articles
Top 5 Best Sales Careers
Top 10 Retail Sales Tips
How to do a Sales Presentation
Sales Presentation Tips
Why Sales Training is Important
Sales Tips and Techniques
Improve Your Sales Skills
How to Improve your Selling Skills
Sales Rep Resume Writing
Have YOU Got What it Takes to Be a GREAT Sales Associate?
Have you got the skills and determination to be a sales associate?
Are you sure?
Read the Sales Associate page to find out.
Are you sure?
Read the Sales Associate page to find out.
Amazon
STUMBLE THIS LENS!
Squidom
by Sleepless-in-Vegas
Vist my Home page How to make sales
and also visit my site on Jewelry and watches at Best local jewelers and read my ebook How to have a successful...
more »
- 4 featured lenses
- Winner of 6 trophies!
- Top lens » Sales Person Selling Tips
Feeling creative?
Create a Lens!
Explore related pages
- How to Be a Sales Superstar - The Top 10 Movies You Should Watch How to Be a Sales Superstar - The Top 10 Movies You Should Watch
- How To Influence and Persuade People How To Influence and Persuade People
- The Five Simple But Essential Steps To Getting The Sale The Five Simple But Essential Steps To Getting The Sale
- Og Mandino - the greatest salesman in the world Og Mandino - the greatest salesman in the world
- Sales Problems Sales Problems
- Artists--Rejection is Part of the Process to Success Artists--Rejection is Part of the Process to Success
