I’ve been a salesperson of one sort or another for several years. I’ve seen what it takes to make a sale, up-sell a product or service, and have the customer leave happy. Whether you have your own business or you’re working for someone else, here’s what you need to know to be successful in sales.
1. Sell something you believe in (you’ll find the most success this way).
You have to believe in the product to sell it. I don’t care what it is, you have to believe it is either:
- Something you would buy and use yourself
- or something that you believe will truly help other people.
I’ve worked jobs where a few of the products I was forced to push I really didn’t believe in. I probably didn’t look very enthusiastic about those products, and therefore lost some sales. If this sounds like your situation, find a new job! Yes, unemployment might be high right now, but remember that most people are still employed. The odds are in your favor if you’ll put in the effort.
If you can’t find a job you want to work, then make your own job! Turn a hobby into a paying business! Are you a writer? Maybe you can sell some of your freelance work – now that’s something you can believe in!
2. Be easygoing to keep customers and gain new ones.
The last thing the customer wants is a salesperson who is pushy.
Have you ever been “pushed” into a sale and even though you bought the item, you left the store rather grouchy? Did you recommend that salesperson or business to someone else after the incident? Probably not.
How do you be successful in sales? It’s a good thing to be likable. How do you be likable? Be easygoing and not pushy when you’re selling something to someone. A lot of this has to do with the first point, believing in your product.
I’ve heard that Apple employees are often told to not sell products. Instead, they are told to be “available” and “willing to offer advice” when the customer needs it. Apple knows that they have computers that sell themselves, and their employees don’t have to be pushy – they just have to be easygoing and helpful.
Let’s say you lose a sale because you weren’t being pushy. Did you really lose out? Not really. Most likely that person will remember you and recommend you to their friends and family. Bingo, you just got one or two more customers.
3. Give away something unexpected after you make the sale.
While you can offer some kind of “bait” to get your customer to sign up for your service or purchase your product, I recommend a different approach. Instead, give the customer something unexpected after they sign up. Say something like, “You know, I really appreciate your business today, so let me give you [fill in the blank] for free.”
I know one thing: people love free stuff. I know another thing: people love unexpected free stuff even more.
Now, why should you do this? Why should you just give away free stuff after you make the sale? The answer is because you want to make your customer happy so that they’ll recommend your product or service (or you) to their friends! In addition, you’ll gain longtime customers by giving out something for free. Trust me, they’ll remember you. This is a great way to be successful in sales.
Do you feel you are successful in sales? What are some of your tips? Share them in the comments!