Sales Techniques

Sales are simple, and that's why I'm going to keep this post very simple. 4 Key points to help you on your way with sales are:

• Control the conversation
• Listen to the customer
• Give them a reason to buy
• Ask for their custom
  

That's it! (but I'll expand a little on each point)

Control the conversation
Lose control of the conversation and you'll lost the customer. Sales is a journey. You know the beginning and the end so you just need to ensure you keep the customer on the same journey.

If the conversation starts to stray pick up on what they are saying, emphasise, relate, and bring it back to your journey. It can be the most unrelated simily, it doesn't matter, your back in control. Dumb sales people are often the best, they don't care if it doesn't make sense as long as they keep control.

Listen to the customer
On your journey your customer will talk and give you clues. Pick up on these and make a mental bullet point list. It will arm you to help them make the best choices. Drip feed these points back to them, use it to qualify your customer and remove potential obstacles when you come to close.

Give them a reason to buy
That's great, thanks for that I'll be in touch... SALE LOST. If the customer has no reason to buy now, generally they wont'. Incentivise them. Greed & fear are common tools of the salesman.
Reasons to buy now can include:

• limited stock
• waiting lists
• opportunity from a "cancellation"
• Special offers
• etc etc

Ask for their custom
You've done everything right so far, you've given your pitch they've listened and you've come to an agreed service offering and price, now what? Sign them up. That's it again, very simple.

You'll be surprised that once customers start to give you details they open up and become much more open to closing. Start asking their details, fill in an order form and ask them to sign. Don't be shy about asking for money, don't ask for money, ask how you'd like to pay and they will do the rest.


Lastly, an extra tip, customers who start by telling you "they are not ready to buy now" are telling you the exact opposite, don't get disheartened you will be able to convert them.

Good luck, now go get some sales!
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