We all meet that salesman who is willing to do anything just to sell you something you don’t even need. He walks around you, talks about some expensive stuff you should buy, he makes you feel uncomfortable, and he even uses some dirty tactics. The worst thing is that he doesn’t listen to you and doesn’t show any interest in you. His main goal is just to sell you the most expensive thing in the store.
Not all blame lies with them. Many businesses have target products that they are pushing and there is always that sales milestone they have to reach. If the sellers don’t succeed in selling this product they can get penalized or even fired, so the seller will use every trick in the book to make you buy the target product. Many salespeople are behaving this way without even knowing it. Trying to sell something this way will turn off people and they will create a negative opinion about them. They will appear as someone who is pushy, sleazy and obnoxious and, well, this is not good for business.
So, here is a short guide to avoid these mistakes and be someone who is interested in the actual needs of their clients.
- Selling a product or a service can sometimes be very difficult, especially when your customer doesn’t really know what he, or she, wants. With uncertain people, you shouldn’t be too pushy, because you can end up with an irate, or in some extreme cases, an angry customer and sell nothing. You can also lose a customer because you are too afraid to offer something to them. Either way, you won’t make the sale, and you will also lose the customer. Make sure you are approaching this situation the right way. Be nice, offer something to them, see what they are looking for and if you get a negative reaction, don’t push them. Your goal is to sell, but your goal should also be to please your customer.
- Make sure you understand what the customer wants. When a new customer arrives hear them out and ask as many questions as you need to provide them the perfect product. Surely it’s not very good to ask your customer how much money they have, so to figure that out show them a few products with different prices and when they stick to something you can see in what price range you can get around.
Another tip, under no circumstances, should you ever make a quick judgment about the financial status of the customer. Almost every seller that has been working for no longer than a month can tell you a story about a person walking into the store looking like a beggar and asking for the most expensive thing in the store, and actually buying it. So, customers can appear to be poor, when in reality they are someone who is actually well off but is not caring about their outward appearance. Because of stories like these, you should take note that outward appearance is just a small piece of the whole picture.
- Inform them about the product you are trying to sell. Many people don’t have a good understanding of the product they want to buy. So, this can be a really good opportunity for you to sell some of the pricey stuff. Inform them about the products, and give them a better understanding of the products they are looking for. Offer them some more expensive products, and tell them why these products are better than the others. With this attitude, you will gain more frequent customers, better sales and customers will form a positive opinion about you.
- Be natural, don’t try to be one of those super salespeople. Not every seller is a good seller. By being friendly and yourself you are more likely to sell something. Looking at your colleague who sells everything and trying to be like him is not that good as you might think. Because you don’t have that natural approach like your colleague. It is always good to get some tips, but it isn’t necessary to follow all of them. What works for one doesn’t mean it works for all. Find your own tactic and access to the clients. With time you will find the way that works just for you.
- Don’t use ‘dirty’ tactics. Sure, many salespeople are using these tactics and they actually work. With a charming and caring attitude, you can easily convince people to buy your products or services. As we early mentioned, many people are not sure what they are exactly looking for and are not well informed about the specifications of the products, so you can easily lie to them and push a pricey product that is not worth the money. The main problem with these ‘dirty’ tactics is that people after buying will notice that you screwed them over. Maybe this won’t bother you, but this can cause some problems. Some people won’t do something about it, but also many people will. They can return the product or cancel the service and you will never hear from them again. Also, people have friends and they talk. If you screw someone, they will surely talk to their friend about it, and that friend or friends, won’t consider going to you as a good option, ergo you will lose a great portion of customers. No one wants to deal with the sleazy seller, who is everything but helpful. Maybe you can try offering something to them that they haven’t mentioned, but if you see a negative reaction stop it. Some people will respond positively to your advice and offer.
- Try ads and advertisement. Starting a new business can be very difficult and stressful. You must keep track of everything, make plans, control the business, develop a strategy for selling, make more plans and, the most important thing, find customers. By starting a fresh business, it can happen that you push every person who walks through your door to buy something and there we are again with the pushy salesman and the negative responding customer. This is not good for your business, especially when it’s new. You want to attract the customers, not to chase them away. A great way to attract new customers is ads and advertisement. Commercials sell the product for you. Potential buyers will see your commercials and take a look at your products and services. So, in this way it is not necessary to push every person who walks in to buy, they will come on their own. You can also do some sales, like a 10% discount for new customers, or buy one and get the second product for 30% less. With sales, you will always attract new customers and you can even gain frequent customers.
If you work at an already existing business as a seller and the business doesn’t have ads and advertisement, you can come forth with such an idea to your boss. Tell him or her why this can increase the number of clients. Maybe he or she will find this as a really good idea and give you a promotion. With the right advertisement, you’re never wrong.
- Rule 20/20/60. There is an age-old rule when it comes to customers. 20 percent of them will certainly by something from you, the other 20 percent of them won’t buy anything, no matter what you do or say and the remaining 60 percent are not sure if they really want to buy something or not. The first 20 percent of customer you will recognize immediately when they enter the store. They know what they want and they will ask you if you have it or not. The second 20 percent will browse through your products or services won’t ask anything and respond negatively when you approach them. When it comes to the customers that are undecided, that is your time to act. These are the ones that need more information and depend on you and your service. With this type of customers, you should always keep in mind that you are not just selling the product or service, but you are also selling yourself.
Nobody is born with a knack for sales. There are no rules set in stone when it comes to sales and working with customers, so keep in mind that there is no wrong approach. Some days you won’t be able to sell anything and that is okay because the other day you will be head over heels with sales. Everybody has their ups and downs. Sometimes the sales won’t be so good because of factors that are not under your control, like bad weather, bad advertisement, the competition coming up with better deals, so it is not all up to you. By following the tips above and with some time and practice you will become a good seller. After all, all that effort you put in building your business doesn’t mean a thing if nobody wants what you are selling.