Many have heard the claim that a good salesperson is a natural salesperson. Indeed, there are good salespeople who know how to sell intuitively, even without theoretical knowledge of sales technology. But you can learn to be a good salesperson.
The first thing that matters to a good salesperson is self-alignment. First and foremost, it's important to tune in to confidence. You need to be confident in yourself, in your company and in your product. To be sure, you need to be a professional, know your product - its features, characteristics, useful properties, advantages, etc.
The second thing that is important for a successful seller is to be able to inspire confidence in the buyer. Therefore, you need to create a positive attitude - cheerfulness, benevolence towards each customer, a sincere desire to help. A pleasant, tidy appearance of the seller is also important to inspire confidence among buyers. Also, don't forget about first impressions, which are often decisive.
Do you know what else is the difference between a good seller? He treats selling lightly as a game, not just as his job. Therefore, let the sale of a product become a game for you in which both you and your customer win.
Sales usually take place according to the following scheme: starting a conversation (introduction) - identifying the customer's needs - discussing - focusing the customer's attention on the product - the result. Each of these stages of the sale has its own nuances, let's look at the most basic ones.
Introductory words. A good start to the conversation is important. But it shouldn't be an aggressive introduction like “do you need something?”, Which only repels most of the buyers. The difference between a good seller is that he is a good psychologist and knows how to find an individual approach to each customer.
Tune in to the customer, become like him. Speak the buyer's language (for example, emotionally or businesslike), adjust your speed and volume of speech, and the way you speak to the way the buyer speaks. (In psychology, this technique is called "mirroring"). But, of course, do not forget about the sense of proportion, so as not to overdo it!
What could be the introduction? First, start with a greeting. Then you can offer your product, offer to demonstrate the product, or any other beginning (impromptu). The main thing is to remove the barrier of alienation and alertness of the buyer, to create conditions for rapprochement in further dialogue.
Identifying needs. A good salesperson must be able to listen and hear the customer. This means that you need to be able to ask questions in order to identify the customer's need for a particular product.
It is believed that a good salesperson must first of all be very sociable. This is true for small sales, where the salesperson speaks more by actively offering the product. But in large sales, even an introvert can become a good seller, if only he knows how to get the buyer to talk and unobtrusively lead him to the thought of buying.
Discussing the need. Once you have identified the customer's need, there is no need to impose your product! The desire to buy a product should come from the buyer himself, you can only help him with this. To do this, you need to help the buyer realize the need for the product and express the need to buy it. In other words, you need to create motivation for the buyer, but at the same time, the buyer must think that buying a product is his own decision.
So think of yourself as a consultant, or, as successful salespeople like to say, "become a friend to your client."
Concentration of the customer's attention on the product. Having identified the need (or created motivation) for the buyer, offer what suits him best. It's also good if you give the buyer a choice. At this point in the sale, persuasion comes in handy.Describe the advantages of your product, tell us how it can be useful to the buyer, or just unobtrusively lead the buyer to the need to purchase.
Result. A good result is, of course, the sale of the product. But an even better result is a satisfied customer. First, a satisfied customer is the best advertisement for your store (company, firm). Secondly, he can become your regular customer.
Being a good salesperson is a real talent, akin to an art, but you can learn it!