Hello Gabriela
1. For convincing somebody that they need what you are selling requires your balance with your desire to sell, being assertive, firm and honest. If they do not trust you they will not be buying your product, therefore put the customer first. Find out what your customer really wants and why they want it. People buy "products" as a means to an end. Understanding your customer's desires and adopting them yourself will make you a great salesman.
2. Allow your customer to ask questions to determine their desires. If a customer says they want a suit, ask "What's the occasion?" Selling a suit to someone going to a marriage is a lot different than selling to someone who is for the funeral of his best friend.
3. If a customer expresses interest in a particular item, ask what it is they like about it. Allow them to choose the product that they feel good about, getting to know your customer and their taste, and uncovering their real motivation for buying.
4. You should know everything about your product and other similar products in the market, so that you can justify to your customer why your recommended product is the right one for them.
5. Do not try to sell a Plasma TV to a person who is living in a dormatory. Balance your desire to make a sale with what product makes sense for the customer. If the customer is having a difficult time making the decision, it's ok to do a little pushing. Trust that you have suggested the best item and ask something like "Would you like me to bring this up to the check out stand for you while you continue your shopping?"
6. After you confirm a sale, make the case for add-ons to up your total sales. If you've just sold a printer, mention some deals you're running on ink cartridges or reams of paper. Frame it as a money and stress-saving measure for them: You'll need these eventually and this way you won't have to worry about it. Celebrate if you do sell a lot, but don't make that your goal. Treat work as work. Fill your free time with other hobbies to avoid dwelling on making sales.
7. The more sales you attempt, the easier it will go. It'll be much easier to get past small failures and little setbacks and will keep you honing your craft. If you're making calls or roving the sales floor, the day will likewise go a lot faster the more time you spend selling. Whatever happens, avoid placing blame anywhere. It's ultimately the customer's decision whether or not to buy something, so don't treat it as a failure on your part if they choose not to. Think of yourself as a counsellor in a transaction. Make your suggestions, be as helpful as possible, and move on when the deal is done, successful or not.
Cheers
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Hello Gabriela
1. For convincing somebody that they need what you are selling requires your balance with your desire to sell, being assertive, firm and honest. If they do not trust you they will not be buying your product, therefore put the customer first. Find out what your customer really wants and why they want it. People buy "products" as a means to an end. Understanding your customer's desires and adopting them yourself will make you a great salesman.
2. Allow
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