In business, customers are an important factor to sustain the business, the sales department plays an important role in generating revenue for the business, good salespeople will have to go through the ups and downs of sales activities. To gain experience in the sales profession, salespeople often have to learn a lot of professional skills as well as real-life situations in their sales process. Below, MINSoftware will share with you 12 useful experiences for those who love sales to refer to!
Passion
Salespeople must have passion, perseverance, and a sense of responsibility to pursue the company's product development goals. They must always be proud to be a member of the company, which creates an impression of trust for customers.
Professional ethics
The starting point of a salesperson is professional ethics, first to assert oneself, then to share and attach responsibility to customers (avoid abandoning the child).
Have good communication skills
Know how to listen, make eye contact, use a smile as a communication language, pay attention to appropriate and neat clothing, stand up straight, and speak confidently when approaching customers. Always use the phrase "The customer is always right" as the foundation of communication. Only then will your efforts soon be rewarded.
Understand your products and services
For the salesperson, first of all, you must thoroughly understand the product you are selling, grasp the superior features as well as the weaknesses of your product. You must research and understand your competitors' products to be able to compare your product with similar products of your competitors. Not only that, the salesperson must also make an effort to improve his understanding and specialized knowledge through books, seminars, training courses, customer conferences, etc.
Always for customers
One must really pay attention to the customer's requirements as well as their company's policies in choosing to buy their products.
Professional consultant
You must offer solutions as well as many different options so that customers have the opportunity to compare. That will help customers clearly identify the products you are offering, thereby helping them see the benefits and outstanding features when using your products.
Honest and sincere
Never flatter or speak too highly of the product you are selling. This can easily make customers skeptical and try to avoid your product.
Be smarter than your competitors
Limit comments about your competitors, absolutely do not speak ill of your competitors. Always emphasize the utility features of your products, only then will customers feel your products, should have an enthusiastic attitude, pay attention to every small detail, guide customers step by step to inspire customers.
See also: Distinguishing OKR and KPI when managing a business
Customer care “before and after” purchase
Pay attention and understand the customer's wants and needs before they make a purchase decision. Advise customers to make the most appropriate and correct choice.
It is necessary to build a plan to "maintain trust" with the purpose of protecting the product and creating prestige for the brand (Save necessary information about customers, to have a periodic customer care plan after sales).
Customer service is equally important to customers in making their first purchase decision as well as their decision to repurchase the product in the future.
Patience and patience
It must be recognized that sales is a highly artistic profession. It requires dynamic behavior, creative thinking combined with intelligence and patience.
Sell what customers need
This principle is as old as the earth, but perhaps only a few sellers dare to follow it when business is unfavorable. Because when business is slow, their hearts are withered with a pile of unsold goods in the warehouse, how many people have enough courage to not find every way to sell everything they have? A customer came into the store and asked to buy a 1-liter carton of fresh milk with sugar. At a time when the product was scarce, the seller said that there was only unsweetened fresh milk, rich in calcium. The customer refused to buy it because he was not used to unsweetened milk. The seller then advised on the calcium needs of middle-aged people: "Sister, when women enter middle age like us, their bodies gradually lose calcium, so they need to supplement..."
Out of respect, the customer bought the milk carton but discovered that the product’s expiration date was less than a month away. At this point, the customer thought that the seller actually wanted to… clear out the inventory, so he refused to buy the product.
In this case, if the store does not have the product the customer needs, the seller can go get it elsewhere, or if the customer is a regular, ask for the address to deliver the product to their home. That way, the customer will be selling exactly what they want to buy, not just trying to sell what they have!
Not to mention, the seller also unintentionally offended the customer by saying that she was on the other side of life! Obviously, that customer would give reasons for not buying the product such as the amount of calcium needed for the body can be supplemented from food sources other than milk; supplementing too much calcium can also be harmful to the body...
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Customer satisfaction
This is also an old story. Everyone knows that to sell products, you must always smile brightly, speak softly, serve attentively, and welcome warmly... But after all, if you use these techniques too skillfully, it will easily create a fake generosity. Smart customers, or those who just shop regularly, will immediately recognize it. From then on, when entering the store, customers can just walk straight to choose products, without paying attention to what the salesperson is trying to entice.
So, pleasing customers should be understood as making them comfortable, satisfied, even happy with things they don’t have to pay for. We are not talking about giving promotional gifts, product discounts… although in reality some places do this perfunctorily, or just for the heck of it.
In mid-2010, a retail supermarket in Ho Chi Minh City had a grand opening. On that day, visitors flocked to the store. Staff and managers greeted visitors respectfully at the door. However, this good impression only lasted for the opening week, after which customers often had to endure unnecessary frustration. The supermarket has a large, multi-story parking lot, with winding, maze-like walkways.
In the first few days, due to the large number of customers, many people tried to endure the security guards directing vehicles in and out with ear-piercing whistles and rude scolding... When the promotion month ended, the number of shoppers decreased significantly, but the security guards continued to show their authority by pointing, shouting, and whistling at customers who, because they were not familiar with the route, went in the wrong direction in the parking maze.
Many people are so fed up with the "pointing and yelling" that they go outside to park their vehicles. The supermarket has introduced a policy of reducing parking fees for shoppers. It seems simple, but the "implementation steps" are too cumbersome. In addition to this inconvenience, receiving parking allowance also has a bit of the subsidy stamps. In other supermarkets, if the goods are stored in the supermarket's carry-on basket, when paying, customers just need to put the whole lot on the counter, and the supermarket staff will take the goods out for them. But at this supermarket, even when it is not crowded, the cashier still insists that customers take all the goods out and put them on the counter, then pay. In any case, the supermarket management should make customers feel comfortable anytime, anywhere, so that shopping is not only to satisfy personal consumption needs, but also to support businesses.
If you have any questions regarding the software, please contact the page. MINSoftware or join the group MINSoftware Community for more useful information. Good luck!!!
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